Director, Sales Training and Commercial Enablement, MACI

Role Summary

We are seeking a dynamic Sales Training and Commercial Enablement Director to lead the design, delivery, and continual improvement of new-hire and ongoing education for the Orthopedic Sports Medicine sales team (MACI). This local or remote role identifies training needs through field rides and collaboration with Sales Leadership, delivers coaching, and enhances content to build an elite sales organization. You will partner with Marketing, Compliance, Regulatory, and Sales Operations to achieve sales and organizational goals, applying adult learning theory and instructional design principles. Success is measured by reduced onboarding time, improved sales performance, and higher employee engagement.

Responsibilities

• Sales Training - Develop, plan, and implement new hire sales training program. Expert utilization of our learning management system (LMS), home office wet lab, and coordination with field sales leadership to effectively onboard recent sales team members to decrease the time from onboarding to effectiveness.
• Sales Training - Develop, plan, and implement legacy sales training program. Run monthly small group training to advance the sales competency of our team members.
• Sales Training - Conduct field rides with new and tenured sales employees to ensure curriculum creates maximum sales impact in an efficient, compliant manner.
• Sales Training - Active participant to plan and implement both national and regional sales training meetings. When applicable, content creation and workshop facilitation required.
• Sales Training - Leverage knowledge of adult learning theory and instructional design principles in the development of all sales training and leadership development content.
• Sales Training - Identify and manage vendors to facilitate content creation.
• Sales Training - Partner closely with marketing and market access functions, in the implementation of all key tactical initiatives.
• Leadership Development - Curate best in class leadership development vendors and content.
• Leadership Development - Use sales enablement tools to facilitate continuous learning for leadership team.
• Commercial Enablement - Enhance field sales business planning capabilities with Area Vice Presidents. This includes building business planning documents, CRM dashboard development.
• Commercial Enablement - Collaborate with Sales Leadership to design, train, and deploy the Field Sales Trainers.
• Commercial Enablement - Build LMS to be best in class by engaging adult learners through multiple modalities.
• Commercial Enablement - Ensure Challenger sales principles are infused with onboarding and legacy sales development. Work collaboratively with Marketing to develop commercial insights and deploy the Challenger champions to meet the needs of each region.
• Commercial Enablement - Support Sales Operations needs with platform training and utilization of Movemedical, CRM, Digital Marketing Platform, Acuity MD, and MOTUS.
• Commercial Enablement - Collaborate with Vericel HR team to streamline the mid and end of year evaluation process for the sales team.

Qualifications

• Bachelor of Science, Business, Business Administration, Instructional Design, or related field.
• 10+ years of sales training or field leadership experience in medical field, Device, MedTech, Biologics, or Pharmaceuticals.
• Strong analytical skills and proficiency with Excel.
• Experience with Microsoft Dynamics, Salesforce CRM, and Learning Management Systems such as Showpad or Allego.
• Excellent organizational skills and attention to detail, with the ability to manage multiple priorities.
• Ability to manage sensitive information with discretion and integrity.
• Exceptional communication/facilitation skills and ability to build strong relationships across levels.
• A proactive, problem-solving mindset with a balance of independence and collaboration.
• Experience in a fast-paced, growth-oriented environment.

Additional Requirements

• Ability to travel nationally 40 – 60% of the time.