Regional Sales Trainer -- CENTRAL Region

Regional Sales Trainer

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.

The Opportunity

We're empowering smarter medical and economic decision-making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott's diagnostics instruments, providing lab results for millions of people.

We have an opportunity for the role of Regional Sales Trainer within our Core Diagnostics Division.

Location: Field-Based (assigned geography) Travel: 7080% (predominantly within region)

The Regional Sales Trainer is a field-embedded trainer responsible for delivering and reinforcing role-specific commercial training to sales professionals within an assigned region. This role operationalizes the institutional training design by translating curriculum architecture, certification standards, and learning objectives into sustained field execution.

The Regional Sales Trainer rotates between classroom training and extended field reinforcement, ensuring that training concepts are consistently applied in real-selling environments. This position exists to close the gap between training events and performance outcomes, providing reinforcement at a scale that sales management alone cannot support. In addition, the role contributes to ongoing capability development by identifying best practices, supporting continuing education, and helping develop training content to meet market and competitive demands.

Training Delivery & Reinforcement

• Deliver assigned sales training curriculum modules ("training chunks") in classroom, virtual, and field-based settings.
• Reinforce training concepts through field co-travel, observation, and real-time coaching over multiweek reinforcement cycles.
• Rotate between:
  • Classroom training or design support blocks (e.g., Week 1)
  • Field reinforcement periods (23 weeks)
• Ensure consistent application of training across territories and representatives.
• Support continuing education initiatives through modern formats such as webinars, podcasts, short-form video, gamification, and peer learning.

Field Execution & Capability Building

• Observe selling behaviors in customer interactions and provide constructive, actionable feedback aligned to training standards.
• Reinforce pre-call planning, account strategy, execution discipline, and application of key selling concepts.
• Identify capability gaps at the individual and regional level and provide input to the Commercial Training organization.
• Coach basic and advanced selling skills including negotiation, strategic selling, stakeholder management, solution presentation, prospecting, and C-suite engagement.
• Serve as a credible role model for strong commercial execution, earning trust from both sales representatives and sales managers.
• Reinforce Commercial Excellence behaviors, including weekly 1:1s, pre-call planning, account strategy, and consistent use of sales tools such as Salesforce/MyDash.
• Support managers and reps in operationalizing execution discipline.

Curriculum Alignment & Certification Support

• Execute training content as designed by the Senior Manager, Sales Training and Design without deviation from curriculum standards.
• Support role-specific certification activities through assessment, observation, and documentation.
• Maintain accurate records of training completion, certification progress, and observed capability gaps.
• Provide field insights to help evolve curriculum and ensure alignment with competitive realities and market needs.

Partnership with Sales & Training Leadership

• Partner with District Sales Managers to align reinforcement activities with field priorities while maintaining institutional training standards.
• Collaborate with the Manager, Management & Leadership Training role to reinforce manager-led coaching expectations.
• Provide structured feedback to the Commercial Training organization on curriculum effectiveness and field applicability.
• Influence and coach sales managers to elevate team capability and reinforce consistent execution.

Continuous Improvement & Field Insight

• Stay current on products, competitive environment, and commercial strategy relevant to the region.
• Share field insights and best practices with peer trainers to ensure consistent national execution.
• Participate in training pilots, curriculum updates, and new hire onboarding programs.
• Contribute to continuing education content creation, including success stories, competitive insights, and skill-building micro-learning.
• Bring external perspective when applicable, including experience from competitors or other industries.

Required Competencies

• Field coaching and observation skills
• Strong situational judgment
• Execution discipline and consistency
• Adult learning facilitation
• Ability to influence without authority
• High personal credibility with sales professionals
• Advanced selling capability (negotiation, strategic selling, stakeholder management)
• Innovation in learning design and delivery
• Competitive acumen and ability to teach competitive strategy
• Ability to inspire, motivate, and elevate commercial teams

Required Qualifications

• Bachelor's degree or equivalent experience
• Minimum 5 years of experience in sales, sales training, or commercial enablement
• Experience in diagnostics, medical devices, or other complex B2B sales environments
• Strong field credibility with demonstrated understanding of sales execution
• Proven ability to coach, observe, and influence selling behaviors
• Excellent facilitation, communication, and interpersonal skills
• Willingness and ability to travel extensively within assigned region
• Demonstrated track record of high performance in sales (e.g., consistent achievement or exceeding of sales goals, President's Club or equivalent recognition, top-tier ranking within region or division).
• Evidence of career progression reflects strong commercial capability and leadership potential.

Preferred Qualifications

• Prior experience in Abbott Core Diagnostics in sales, or as a field sales trainer or regional trainer
• Exposure to structured training curricula or certification models
• Familiarity with adult learning principles and field-based reinforcement
• Experience with advanced selling methodologies (e.g., Miller Heiman, Strategic Selling, Negotiation frameworks)
• Demonstrated success in competitive markets
• Ability to create modern learning content (podcasts, webinars, short-form video, gamification)
• Strong coaching credibility with sales managers and high-performing reps

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