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Global Sales Training Manager

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Date: Jan 12, 2021

Location: Philadelphia, PA, US

Company: Terumo BCT, Inc.

Requisition ID:  27076  
Annualized Pay Range:  $102,700 - $128,400
Target Bonus on Base:  10.0%

 

At Terumo Blood and Cell Technologies, our 7,000+ global associates proud to come to work each day, knowing that what we do impacts the lives of patients around the world.

 

We make medical devices and related products that are used to collect, separate, manufacture and process various components of blood and cells. With our innovative technologies and service offerings, we touch a patient’s life every second of every day and are committed to continuing to increase the number of patients we serve.

 

With some of the best and brightest minds in the industry, an unmatched global footprint, comprehensive benefits and a distinct culture, Terumo Blood and Cell Technologies is a great place to work, grow and be part of a team that is focused on making a difference. Consider joining our team and unlock your potential.

 

JOB TITLE: Global Sales Training Manager - REMOTE ROLE

 

JOB SUMMARY

 

The Global Sales Training Manager will have responsibility for developing, implementing and delivering sales training to the commercial organization within Terumo Blood & Cell Technologies as part of the Global Commercial Excellence team to increase sales productivity and accelerate growth as defined in the business strategies.

He/she will work in partnership with commercial leadership and the extended training team to develop and deliver innovative and engaging sales training programs through a variety of formats. These programs will enable our sales teams to sell more effectively and consistently. This individual will focus initially on auditing and improving the onboarding of new hires as well as growth and development of seasoned commercial team members.

This position will be responsible for the design, development, delivery and maintenance of the multi-level, multi-modality, selling skills curriculum globally. In addition, this role will help coordinate curriculum implementation to ensure a consistent and structured approach to sales training across all Terumo BCT divisions adapting as necessary to support regional needs. Success will be defined through training evaluation data, training-related indicators like proficiency / competency assessment, key sales performance metrics, and other relevant parameters.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Design, develop and delivery of engaging training programs for global sales teams that enable commercial excellence across different customer segments, improve customer experience metrics and drives increased revenue growth.
  • Partner with technical training teams and utilize a variety of authoring tools to produce relevant eLearning modules, video content, and performance support materials for a global audience while applying sound instructional design methodology in the development of eLearning solutions with rich media such as: graphics, audio, video, animation, interaction, and games.
  • Measure outcomes for continuous improvement; analyze reports, uncover areas of improvement, develop innovative solutions, and implement strategies to ensure the team is performing at a high level.
  • Determines training requirements by studying sales and marketing strategic plans and current sales results; conferring with sales leadership; reviewing results of trainer coaching; evaluating training effectiveness.
  • Effectively present various training modules to individual, small or large virtual and in person audiences while providing relevant feedback and coaching in order to improve observed behaviors in the field or classroom
  • Create a “wow” onboarding experience for field-based associates (sales, marketing, management) that accelerate their ability to contribute.
  • Validate the Miller Heiman sales process is effective for all products/selling style today and in the future; then refresh the training and adherence across the Regions engaging with Sales Reps and Sales Managers (further integrate this into our common language and way of working across the teams).
  • Assess our current products and selling models to recommend a selling skills approach/training, that includes how we sell more effectively in a virtual environment.
  • Work with outside vendors (likely needed initially) to determine the best approach, platforms, etc.
  • Develop a sales training program modular and modern to be more flexible and applicable for “people that are on the go”, available online to reduce our dependence upon in-person training as much as is possible while still being effective
  • Document and track training, evaluations, notes and follow-ups for monthly, quarterly and annual reporting.
  • Work with Sales operations to create and analyze reports in Salesforce to assess overall team performance, trends, and areas for improvements.
  • Develop content for effective sales strategies, pipeline management, opportunity management and career planning
  • Develop a deep understanding of business drivers in targeted sectors as well as knowledge of optimal positioning in the marketplace.
  • Investigate industry trends, understand market conditions, and develop strategies to stay ahead of the competition

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

Bachelor’s degree or, equivalent of education and experience sufficient to successfully perform the essential functions.

 

Experience

Minimum 10 years Learning and Development / Instructional design experience including content development (instructor-led and e-Learning course design and development) and experience with a variety of content authoring tools, for example Articulate Storyline, Camtasia, Adobe Captivate, Lectora, Brainshark etc.

Sales or marketing experience, having carried a bag for 2+ years preferred.

 

Skills

Proven cross-functional relationship development.

Proven training facilitation and delivery experience (in person and virtual)

Ideally certified to facilitate one or more of Miller Heiman’s (part of Korn Ferry) programs (i.e. PSS)

Passion for Learning & Development with strong communication & influencing skills

Established independence and project team leadership.

Ability to work effectively in a matrix environment supporting a commercial team

Ability to work effectively in a cross-functional team

Ability to travel across regions and globally as required (~30% time)

 

 Additional information

The position will be based in Lakewood, CO or it can be field based

The position will report to the VP Global Commercial Excellence

 

 

 

 

 

At Terumo Blood and Cell Technologies, we provide competitive total reward offerings that consist of compensation, benefits, recognition, along with a wealth of other well-being, work-life and recognition programs which support in unlocking the potential for you and your family. Included in our expansive list of benefits offerings are multiple group medical, dental and vision plans, a robust wellness program, life insurance and disability coverages, also a variety of voluntary programs such as group accident, hospital indemnity, critical illness, pet insurance and much more. To help you save for retirement, we offer a 401(k) plan with a matching contribution and for work-life balance we have vacation and sick time programs for associates. For us, it’s about protecting the personal welfare of our associates and their families, helping to achieve personal goals and offering those extra touches for convenience, security and overall peace of mind.

 

  • Terumo Blood and Cell Technologies is part of Terumo Group, founded in 1921 and headquartered in Tokyo, Japan.
  • In 2019, Terumo Blood and Cell Technologies reached $1 billion in revenue.
  • We employ nearly 7,000 associates globally, with global headquarters in Lakewood, CO, U.S., and regional headquarters in Brussels, Buenos Aires, Singapore and Tokyo.
  • We manufacture devices, disposable sets and solutions at our facilities in Belgium, India, Japan, Northern Ireland, the U.S. and Vietnam. Our global presence enables us to serve customers in more than 130 countries.
  • Our core values help set our direction, guide our actions and keep us true to our corporate mission of contributing to society through healthcare.
    • Respect – Appreciative of others
    • Integrity – Guided by our mission
    • Care – Empathetic to patients
    • Quality – Committed to excellence
    • Creativity – Striving for innovation
  • We contribute to the Leukemia and Lymphoma Society (LLS), raising $1.3 million USD since 2007.

 

We are proud to be an Equal Opportunity Affirmative Action Employer.  All applicants will be afforded equal opportunity without discrimination because of race, color, religion, sex, gender identity or expression, sexual orientation, marital status, order of protection status, national origin or ancestry, citizenship status, age, physical or mental disability unrelated to ability, military status or an unfavorable discharge from military service.

 

Terumo Blood and Cell Technologies is committed to providing a safe, healthy and secure working environment. Our Colorado campus locations are tobacco-free workplaces and we maintain a drug-free workplace and perform pre-employment substance abuse testing and detailed background verification.


Nearest Major Market: Philadelphia

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