Training Manager

Role Summary

This role is responsible and accountable for ensuring that our new hires and tenured personnel in their assigned commercial team are fully trained through classroom, field-based training, and virtual tools. Responsibility includes engaging internal leadership and peers from multiple disciplines to build and maintain a curriculum to transfer that knowledge to our KAMs and Managers, maximizing their effectiveness in the field. In addition to their responsibility for the KAMs and Managers, this position will have primary responsibility for several products within our compounding and branded product families in the Harrow portfolio.

Responsibilities

• Develops and maintains a full sales training curriculum for all assigned products and sales initiatives, including product knowledge, CRM training, and in-field experience.
• Assists Managers in the creation and implementation of the 30, 60, and 90 day plan for new hires.
• Prepares new sales representatives in their assigned region by conducting in-person or virtual, as appropriate, training, product knowledge, account planning, and ongoing field training.
• Schedules and executes in-field training with ride-alongs for all new and tenured sales representatives in the assigned region.
• Work closely with sales representatives to develop and implement strategies to plan and convert targeted accounts and provide support where needed.
• Identifies ongoing training needs by traveling with the sales representatives, observing customer questions and objections, reviewing sales data, and working with internal teams on new product initiatives, with a strong focus on their assigned brand(s).
• Create training materials and objectives based on the company's mission, vision, and values, specifically for their assigned brand(s).
• Coordinates and facilitates training programs for train-the-trainer, NSM, and POA with strategic partners.
• Monitor sales performance and identify training opportunities to maximize the sales team's effectiveness.
• Participates in the budget planning process by recommending appropriate budget items.
• Be platform experts (CRM, data reporting systems, LMS, others as deemed necessary).
• Coordinate with management and internal departments to develop new training materials for new product launches for assigned brand(s).
• Provide regular reporting and success metrics to upper management.
• Actively participate as a key member and leader on the Commercial team to drive success.
• Facilitate all training and compliance procedures required for sales and product initiatives in the assigned region and with the assigned brand(s).
• Work in tandem with marketing, commercial operations, legal/compliance, medical, and other departments as deemed necessary to develop, implement, and reinforce training materials to ensure accurate execution.

Qualifications

• Required: Bachelor’s degree
• Minimum of 3 years’ management and/or sales training/experience in the Ophthalmic industry.
• An ideal candidate would have experience in the Prescription Dry Eye market, as well as buy and bill the Retina market
• Experience in training, performance management, coaching, and sales planning.
• Proven skills in leading and coordinating high-performance multiple-function teams.
• Strong communication skills, both oral and written; demonstrated ability to train or coach others and mentor field representatives.
• Strong collaboration and interpersonal skills; ability to establish good working relationships with team members as well as management.
• Demonstrated leadership, influence skills, responsiveness, creativity, problem-solving, and ability to manage complexity in addressing issues.
• Well-organized and able to prioritize time, prep appropriately, and document effectively.
• Experience working with Salesforce CRM or an equivalent platform.

Additional Requirements

• Position Type: Remote
• Travel: 50% or more travel.