Senior Manager, Global Sales Force Training

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.

Abbott Point of Care (APOC), a $600 million division of Abbott, enables health care professionals to accurately achieve real-time, lab-quality diagnostic results at the point of care within minutes. Testing at the point of care enables health care professionals to make rapid triage and treatment decisions when diagnosing a patient’s condition or monitoring a treatment response. By simplifying the testing process, clinicians can focus on what matters most caring for the patient.

Abbott Point of Care’s i-STAT Analyzer is a handheld system that is used with single-use i-STAT test cartridges. Together they form the i-STAT System—a blood analysis system that provides health care professionals with the information they need to rapidly make treatment decisions. Patient bedside testing with the i-STAT System is as easy as inserting two or three drops of blood into the cartridge, inserting the cartridge into the handheld analyzer, and viewing test results in as little as two minutes for most cartridges. Test results are uploaded automatically delivered wirelessly with the i-STAT Wireless or directly when the i-STAT handheld is placed in a downloader. The i-STAT System eliminates process steps and handoffs to help reduce the incidence of errors and promote patient safety. Hospitals and clinics in more than 100 countries around the world depend on the i-STAT System in critical care situations.

Job Summary

The Senior Manager, Global Salesforce Training, is responsible for developing, implementing, and continuously enhancing sales training programs. These programs would cover selling skills, sales processes, product knowledge, clinical proficiency, objection handling, district manager/sales manager training, and new hire onboarding.

S/he will set and drive training team priorities in alignment with the Commercial organization’s business objectives, enhancing salesforce effectiveness through standardized training cadences and approaches, in partnership with Area Commercial/Sales leaders to reinforce and execute key divisional business initiatives, developing new capabilities through targeted training programs.

This individual will work closely with sales and marketing teams on product launches and existing product training, focusing on training the APOC global sales organization, particularly the APOC sales team in direct and key distributor markets. S/he will leverage the expertise of subject matter experts within the matrix organization, and collaborate with team members across functional, geographical, and divisional boundaries.

This role reports to the Global Director of Commercial Excellence and Education, within the Global Commercial Operations organization at APOC.

Job Location

• This position is US field based.

Position Responsibilities

• Develop and execute annual training plan based on business priorities and training needs. Manage within training budgets.

• Determine the best sales and training approaches for the area field sales organization.

• Create sales training strategies and programs for new hires and ongoing skill enhancement, covering product knowledge, clinical proficiency, selling processes, account planning, objection handling, negotiation, deal coaching, and time management.

• Develop and implement sales curricula, educational materials, and a training calendar.

• Align sales training program focus and priorities with Area General Managers, Sales Directors, and Country Managers.

• Demonstrate leadership experience to influence both with and without direct authority.

• Act as a change agent by continuously challenging the status quo and identifying key business performance improvement opportunities to enhance sales force effectiveness.

• Continuously assess and update training programs to meet both long- and short-term requirements.

• Conduct field travel with representatives and managers to evaluate the effectiveness of training programs, identifying strengths and areas for improvement.

• Communicate with Area General Managers, Country Managers, Regional Directors, and Global Commercial Excellence to share best practices and new capabilities (e.g., SFDC, PBI tools) to improve sales force effectiveness.

• Collaborate across the business, division, and with external vendors.

• Stay current on market trends and industry best practices, including learning techniques, instructional design, & innovative delivery methods to maximize product/service utilization.

• Establish personal development plans and manage performance of direct reports, ensuring the development of sales trainers.

• Foster a team environment that enables sales trainers to reach their full potential in pursuit of organizational objectives.

• Travel up to 50% of the time, both domestically and internationally.

Requirements:

• Education : BA/BS in Business or a science-related field, reflecting the educational level of the customer base.

• Experience: 10 years of overall business experience; 2-5 years as a sales representative in healthcare, diagnostics, or devices; 2-3 years as a manager/team leader, ideally in a complex selling environment (multiple stakeholders, decision-makers, and product alignment to goals/initiatives).

• Leadership: Ability to lead and direct a diverse team to achieve goals and drive continuous improvement.

• Business Acumen: Strong skills to support evolving sales force business models.

• Collaboration: Demonstrated ability to work across the enterprise and with cross-functional teams to influence and accomplish business objectives without direct authority.

• Technical Proficiency: Ability to quickly learn, understand, and train highly technical concepts to the sales team.

• Communication Skills: Excellent written, verbal, and interpersonal communication skills, with the ability to communicate effectively at all organizational levels, including executives.

The base pay for this position is $129,300.00 – $258,700.00. In specific locations, the pay range may vary from the range posted.]]><