Danaher Corporation Sales Training Manager in Brea, California
The Sales Training Manager is responsible for leading selling skills, sales strategy and tactics, business acumen and presentations skills training to sales representatives. This position is a member of the North America Commercial Operations Sales Training team and is based in the Brea, CA headquarters, reporting directly to the Sr Manager, North America Sales Training.
Your key responsibilities would include:
Execute training workshops in our Foundational Training program (i.e. new sales hires’ training) and as needed at national meetings or regional meetings
Develop and/or deliver effective and highly engaging training programs on presentation skills, business processes (e.g. Account Plans, conducting Customer Business Reviews, presenting Financial Proposals), and selling skills (Challenger model, objection handling, account management) via eLearning, virtual live sessions, Instructor-Led Training (ILT) or Train-the Trainer (TTT) formats
Support the training of salesforce.com and iQuotes for new sales hires in their initial Foundational Sales training
Coordinate with human resources for Sales Training on-boarding requirements that will be expected of new sales representatives
Build and/or Maintain Learning Management System (LMS) requirements for various sales rep roles to ensure comprehensive training
Run LMS assignment completion reports to ensure that expected pre-work has been finished by defined deadlines
Maintain training records on SharePoint site
Manage all communications to new sales reps related to our Foundational Training program (5 Stages) such as invitations, pre-work, Level 1 training feedback, post-training, etc.
Coordinate with internal departments such as sales and marketing, sales operations, Incentive Compensation, Legal/Regulatory compliance, and HR to deliver presentations in training classes
Coach and provide feedback, both verbal and written, on observed behaviors in role-play presentations. Share these observations with Sales Enablement Coaches and Regional Sales Managers
Partner with Sales Enablement Coaches to plan and execute the (Foundational Sales Training) Capstone assessment training class, which is held at least once each quarter. This one-week training class concludes newly hired sales representatives’ initial training
Develop eLearning content
Share best practices in the training program to level-set new sales reps’ understanding of what great looks or sounds like
Collaborate with Sr Mgr. of Sales Training on projects that identify and address development needs for the sales organization
The successful candidate will possess:
Thorough familiarity with and ability to apply adult learning and instructional design philosophies, strategies, and theories to various types of projects including and beyond the curriculum
Excellent written and verbal communication, presentation and professional speaking skills to include classroom facilitation
Advanced understanding of sales processes, preferably in Healthcare Capital Equipment sales
Demonstrated Project Management skills
Experience in leading without direct-line authority and 1:1 coaching
A high level of personal Accountability for attaining performance objectives
Must be able to act independently and handle multiple priorities and assignments simultaneously
Ability to influence and collaborate across business functions
Demonstrated ability to articulate learning objectives that are focused, concise, and measurable
Detail oriented with accomplished organizational/time management skills
Strong active listening skills
Strong proficiency in Microsoft Office (Word, Excel, PowerPoint)
This position is corporate office based but quarterly field travel is required, approximately 5% of the time, which may include weekend travel.
Flexibility to work in a fast-paced environment with multiple demands by taking a high level of initiative
Bachelor's degree with 9+ years of relevant experience or a Master’s degree with 7+ years of relevant experience
3+ years of prior medical sales experience
Trained as a trainer
3+ years of prior medical sales experience in the Laboratory Diagnostics industry.
Certified (via vendor Train-the-Trainer processes) to train sales methodologies, such as SPIN selling, Strategic Selling, or the Challenger Selling model.
Experience in content development and Medical/Legal/Regulatory review processes preferred
Strong familiarity with CRM/Salesforce.com (from a user perspective; ideally having trained this) and SharePoint
Experience in managing vendors to deliver projects on-time and on-budget
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here.