Aesthetics Sales Training Director, Sales Operations & Training – Malvern, PA
About Endo International plc
Endo International plc (NASDAQ:
ENDP) is a highly focused generics and specialty branded pharmaceutical company delivering quality medicines to patients in need through excellence in development, manufacturing and commercialization. Endo has global headquarters in Dublin, Ireland, and U.S. headquarters in Malvern, PA. Learn more at www.endo.com.
The Aesthetics Sales Training Director develops, and directs the implementation of training programs for Endo Aesthetics Sales Professionals and Area Sales managers. The Director works closely with members of Marketing, Sales, Sales Operations, Medical, Regulatory, Compliance, and Legal to ensure that current programs are compatible with marketing direction, sales force needs, and Endo Aesthetics’ strategic direction. This role has overall responsibility for the design and implementation of all Endo Aesthetics sales training programs and developing content for national meetings (developing the agenda, content, planning schedules, and material management). This role may be responsible for directing Endo Aesthetics Sales Training staff (as staff is made available).
Focuses on training Sales Professionals and Area Sales Managers operating in the Aesthetics market.
ROLE AND RESPONSIBILITIES:
In collaboration with Aesthetics Sales & Marketing, and the Sr. Dir of Training, develop and implement the strategic plan for Endo Aesthetics Sales Training programs that support the needs of the business.
Develop the strategic training plan to support Collagenase Clostridium Histolyticum (CCH) (and others, as applicable) product launch phase, as well as post-launch pull-through. This is reflective of not only the scientific training of the field, but also of the need to develop competencies and processes to convey business development aspects of the sell.
Manage the Aesthetics Training business to meet current needs.
Budget and workshop capacity to provide cost-effective support for the training requirements of the business.
Implement enhancements to the programs based on product and brand strategy changes to meet business needs.
As applicable, may manage and develop staff:
hire, train and manage performance of staff; develop professional skills and understanding of business, industry and Sales Training Department practices.
Establish learning objectives for Aesthetics training programs based on the company’s mission and business plans: partner with Commercial leaders to understand business initiatives from a training perspective leveraging training best practices/approaches to design (6Ds etc.):
Analyze the training needs reported by field, managers and directors; identify desired performance improvements;
Assess related issues such as the need to revise procedures or develop appropriate job aids;
Specify knowledge and skills required to align with desired outcomes.
Develop solutions within the resource constraints allocated for the Aesthetics training function: consider costs, available training providers (leveraging established providers when possible), sales force time and return on investment to develop solutions that fit the company’s needs.
Design programs based on demonstrated training practices (6Ds etc.): identify the learning style and needs of the participants:
Apply adult learning principles; align the training approaches to the desired learning outcomes.
Tailor the materials to the audience.
Plan and develop solutions to meet future needs:
Evaluate, benchmark, and introduce progressive training practices.
Maintain knowledge of the state-of-the-art training applications for support of the pharmaceutical industry.
Attend vendor and supplier demonstrations to evaluate new approaches, vendors, technology and software.
Analyze and communicate competitive information and market conditions impacting the Aesthetics Sales Training environment: on-line assessment and competency matching, e-learning programs, advanced institutional sales approaches, and motivational speakers.
Build alliances with external and internal partners to enhance the capability of the function and to ensure alignment on objectives and metrics.
Provide materials and support to plan and execute POAs and sales meetings.
Screen and contract vendors, provide project management and budget planning, develop agendas, create and produce training materials, and arrange on-site program support.
Develop, negotiate, and manage contracts with service providers and vendors:
Define the requirements for the program including integration with other providers or internal staff.
Establish service level expectations; evaluate vendor experience, qualifications, service standards, guarantees and fit with company needs.
Negotiate with the provider on the terms of the contract including price, service, development and maintenance of training materials, confidentiality, contract revisions, contract termination and renewal, billing terms, conflict resolution, management reports and customer service contact.
Align contract terms with Sales strategy, corporate legal requirements and corporate extended services business models.
Manage the financial and service terms throughout the term of the agreement directly or through staff.
Assess and report on the effectiveness and value of the contract.
Provide ongoing feedback to provider.
Bachelor’s degree in science, engineering, education, marketing, or a related field required.
12+ years’ combined experience as a sales representative/sales leader in the pharmaceutical or medical device industry is required.
3+ years’ experience in sales training.
Experience with a direct sales model is required.
Previous sales leadership experience.
5+ years’ experience in the Aesthetics marketplace.
Product launch experience in a training environment is preferred.
Maintain a broad understanding of the strategic direction of the overall business, and brand strategies.
Maintain a comprehensive understanding of the current practices and approaches to Sales Training in the pharmaceutical industry.
Significant exposure to sales, marketing, product management, and/or training functions.
Expert knowledge of learning, training, testing, educational concepts, program design, implementation, and performance measurement is required.
Strong knowledge of the Aesthetics marketplace is required.
Strong skills in written and oral communication.
Superior project management skills and attention to detail to help balance and prioritize multiple projects.
Ability to lead others.
Ability to lead across a matrixed environment.
Ability to lead through ambiguity.
Proven ability to independently develop programs/materials.
< 30% travel
Endo recognizes the advantages of a diverse workforce achieved through a commitment to equal employment opportunities.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled