Director, U.S. Commercial Sales Training (Commercial Learning)

Genomic Health
Job Location
301 Penobscot Dr
Redwood City, CA 94063
Job Description

The Director, U.S. Commercial Sales Training (Commercial Learning), is responsible for direct leadership of the strategy, design, development, execution and evaluation of all training for the U.S. sales customer-facing teams inclusive of the following: New Hire Sales Training (WAVE), Advanced Sales Training (EVOLVE) and Commercial Sales Leadership/Manager Training (INSPIRE), which encompasses Product, Disease State, Sales Skills and Continuing Education. The Director is accountable for the overall management of the Commercial Learning department (direct reports) and training vendors in the delivery of department training responsibilities.
·Accountable and responsible for the on-going delivery of training programs for the U.S. Genomic Health Commercial Organization: a sales force of 100+ staff, covering the US markets, the Customer Service organization & U.S. Marketing and Managed Care organizations.
·Responsible for managing the training needs of three U. S. Sales teams: Oncology, Urology and Managed Care and any future sales forces that are developed to equip the sales forces with the product knowledge and sales skills necessary to achieve their selling targets and win in the marketplace.
·Lead Training and Marketing teams on developing and delivering programs for the internal customer/sales force and external customer (physician) that align the U.S. commercial marketing business strategies/messages with sales training objectives.
·Proactively evolve Commercial Learning programs based on the needs of the sales force and as market changes dictate. Integrate continuous learning behavior tools throughout all training programs to increase retention of product information and sales skills.
·Continuously improve the Advanced Training Program to increase selling skills and product knowledge to drive sales results.
·Develop/Advance a Leadership and Management Development Program by partnering with HR and the Sales Leadership Team to develop management skills and behaviors that lead to increased sales results.
·Partner with the International Organization on training programs/principles and share best practices to develop a world class, highly knowledgeable, professional Commercial Organization.
·Collaborate across the individual Commercial teams to integrate the training model and learning behaviors across our sales processes, hiring profiles, marketing messages and brand strategies.
·Lead ongoing sales training and education workshops for the U. S. Oncology, Urology and Managed Care sales teams at various sales meetings throughout the fiscal year based upon the business goals for each team, partnering with sales and marketing leadership to develop and execute these programs.
·Lead the commercial learning/training component of the National Sales Meeting annually.
·Develop a continuing education program for ongoing clinical development and training for the sales team and home office employees.
·Interface with sales and marketing leadership to identify programs/vendors to assist in developing appropriate internal marketing, sales, or management training programs.
·Interface with Product Marketing management to review and create synopsis of important reference articles/studies/abstracts related to marketed products as well as competitive therapies. Manage the communication of information with the field sales organization, keeping in mind timely distribution of this information to the commercial field team is essential.
·Oversee the Commercial Learning department budget.
·Ensure all training is provided in accordance with Genomic Health policies and procedures and are conducted in strict compliance with all applicable laws and regulations.
·Implement a comprehensive e-learning strategy making use of a learning management system (LMS) and thoughtfully integrated, where appropriate, with our emerging sales force automation strategy.
·Provide an environment which is innovative and strives to integrate continuous improvement in learning behaviors and department accountabilities.
·Promote the organization's vision and culture routinely and perform all duties in keeping with the Company's core values and policies.


Essential Knowledge, Skills, and Abilities
·Highly strategic with a comprehensive understanding of all facets of the diagnostic/pharma commercialization process
·Ability to influence, collaborate and interact effectively with senior leadership and multiple key stakeholders across the Commercial Organization and company to align on objectives and provide consistent training direction
·Solutions Orientated - highly creative at identifying new and different ways to solve problems.
·Highly effective at overcoming obstacles - tenacious and resilient
·Possess basic scientific aptitude that will allow rapid learning of new technologies and clinical data associated with GHI services
·Strong understanding of molecular diagnostics and oncology
·Relevant experience in a tightly-controlled, regulatory environment
·Proven analytic skills with scientific papers and market intelligence. An excellent team player - highly effective in working with others
·Exhibits initiative to identify learning needs and lead the formulation of training plans and annual business plans for the department
·Strong organizational, planning, implementation skills
·Demonstrated excellence in project management
·Ability to manage multiple priorities based on changing business needs
·Ability to lead and facilitate highly successful/complex meetings and encourage broad participation from others
·Complete understanding of adult leaning principles with a demonstrated ability to apply those principles in a medical environment
·Proficient in PC, MS Office skills
Required Experience, Education and Licenses/Certifications:·Bachelor's Degree required (Business, Life Science, Communication-related field preferred)
·Minimum 12+ years healthcare/life science industry experience; preferable 7+ years biopharmaceutical industry experience; 5 years of successful oncology sales experience
·5-8+ years of training experience
·3-5 + years people management experience is essential
·Previous marketing management experience a plus
·Demonstrated excellence in communicating/presenting both written and oral clinical and commercial concepts/programs/information
·Sales Management and Leadership a plus
·Successfully demonstrated leadership of a multi-department organization

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