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Job Information

Fresenius Medical Care North America Sr. Field Sales Training Manager - NxStage in Lawrence, Massachusetts

Job ID 19000C1S

Available Openings 1

Position Specific Information

NxStage Medical, a Fresenius Company is on a mission to transform renal care. To do that, we continually seek the best-of-the-best to expand and improve our team of dedicated, innovative professionals. If you share our mission and are committed to improving the lives of renal patients, then we invite you to explore our career opportunities

PURPOSE AND SCOPE:

Responsible for developing the field sales managers by increasing their selling skills, product knowledge, account management capability, as well as technical and clinical proficiency through training and coaching activities to increase performance and business results for all pharmaceutical and any additional promoted products. Additional responsibilities include interacting with key internal departments, assisting in maximizing opportunities and performance for FMC pharmaceutical products and special products as assigned.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Utilizes subject matter expertise in sales training and techniques to develop field sales managers.

  • Works with Directors of Sales, GVPs, and VP, Sales to conduct ongoing field training needs assessment.

  • Acts as a subject matter expert to perform one-on-one field work with identified field sales managers.

  • During training sessions (field work) with field sales managers (ASM, RSM, SSM, ESM), identifies areas of improvement/opportunity that benefit the specific individuals.

  • Focuses on specific selling skills as well as pre-call planning, analysis of data, and analysis of managed market formulary status and territory management.

  • Works with field sales managers on specific strengths (Strength Finder) and adapts selling skills to their specific style of selling.

  • Focuses on specific areas with field sales managers that will allow them to meet sales objectives while ensuring alignment with business unit goals.

  • Works with all members of the training department to identify knowledge gaps and/or to develop training workshops to increase sales manager performance.

  • Provides feedback to relevant marketing departments on field tool needs and effectiveness.

  • Effectively evaluates demonstration of field sales manager performance both verbally and in written format.

  • Attends training meetings as required and provides facilitation assistance.

  • Attends regional and national conferences, as required.

  • Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.

  • Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results.

  • Determines methods and procedures on new assignments and may coordinate activities of other personnel (act as a Team Lead).

  • Networks with key contacts outside of area of expertise.

  • Mentors other staff/team members, as applicable.

  • Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state, and federal laws and regulations.

  • Assists with various projects as assigned by direct supervisor.

  • Other duties as assigned.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Must be able to physically cover and maintain regular in person contact with field sales managers across the country. Extensive travel (approximately 80%) by automobile, train, or airplane is necessary to cover the assigned territory and includes overnight stays. Occasional weekend work is necessary to support trade show events.

EDUCATION:

Bachelor's Degree from an accredited institution required.

Advanced business or life sciences degree preferred.

EXPERIENCE AND REQUIRED SKILLS:

  • Minimum 8 - 12 years of pharmaceutical sales experience required (or 6 years required with a Master’s Degree).

  • 2+ years of corporate-based sales training responsibilities preferred.

  • Prior first-line pharmaceutical/biotech sales management experience preferred.

  • Experience with product launches highly preferred.

  • Account Management experience is desired.

  • Excellent organizational skills and the ability to manage multiple projects with tight deadlines in a fast paced environment.

  • Collaboration skills are a must and demonstrated work experience across cultures is a plus.

  • Must possess strong organizational, critical thinking, negotiation, and problem solving abilities.

  • Must have excellent oral and written communication skills, as well as effective presentation skills.

  • Maintains a proactive approach to all situations, with the ability to anticipate problems and come up with appropriate solutions.

  • Exercises sound, independent judgment. Requires knowledge of all MS Office applications.

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