Who We Are
Zealand Pharma A/S (Zealand) is a fast-growing, fully integrated Copenhagen-based biotechnology company with a highly attractive pipeline. With one product on the market, one candidate in registration and six candidates in the clinical pipeline, Zealand is a unique success story in Danish biotech. We are passionate about improving the quality of life for patients with metabolic and gastrointestinal diseases, and other specialty or rare disease areas with significant unmet medical needs. In addition to the Søborg Headquarters, Zealand is also located in the United States in Boston (MA), Marlborough (MA), and New York (NY).
Our Vision of the role
The Field Training Manager’s primary responsibility is to develop the Territory Business Leader’s selling skills, product knowledge, account management capability and technical/clinical proficiency through training and coaching activities that result in increased performance and business results across the sales force. The position enables development of one’s leadership skills through the assignment of various activities and projects. The key outcome of the Field Training Manager role is to enhance the proficiency of Territory Business Leaders across the sales force while actively delivering coaching and training to support the Regional Business Leaders accountability. The Field Training Manager identifies training gaps across the sales force then collaborates with Sales Training and Development to seek out resources to address identified gaps and/or to develop approved training interventions. The Field Sales Training Manager pull through the execution of training by conducting field rides to coach and further develop learner’s skill sets. The Field Training Manager then discusses coaching plans and written feedback with the Regional Business Leader prior to delivering to the learner, to ensure alignment and continuity. The Field Training Manager will assist in the design, development, and implementation of the training materials. The Field Sales Training Manager also supports and contributes to the design, development and delivery of training including the launch sustainment plans for all new products. This role will also assist with training development for National, Regional POA and launch meetings for all products.
Responsibilities Include:
· Coaching & Developing Territory Business Leaders
o Perform field coaching sessions 100 or more days per year across all regions to work with individual Territory Business Leaders on their developmental needs.
o Ensure that all new hires have completed all new hire training prior to attending in-person new hire training. Work with Sales Leadership and other cross-functional departments when onboarding new-hires for new field sales reps completing the phases of new hire training.
o Demonstrate a high level of collaboration with leadership including sales, marketing teams, commercial operations, market access, human resources and information technology to ensure efficient onboarding processes are in place and increase the speed to competency.
o Work with Sales Leadership and other cross-functional departments when onboarding new-hires for new field sales reps completing the phases of new hire training.
o Coordinate and facilitate gap training for products, skills, marketplace, and account management.
o Demonstrate proficiency in the approved coaching model and in applying this model when delivering feedback and coaching to the territory business leader. Diagnose areas of strength and areas to strengthen. Deliver appropriate coaching, role-playing, and modeling of these skills to enhance performance.
o Coordinate all training strategies and activities for coaching with the Associate Director of Sales Training and Regional Business Leader to ensure alignment of interventions, that a continuum of learning is evident, and to maximize sales and technical expertise.
o Prepare a pre-coach plan, gaining input and approval from the Regional Business Leader, then, following the session, prepare a draft of the coaching development report to document activity and progress. Forward approved coaching development report to the territory business leader and regional business leader. Reinforce the Zealand Engagement Approach and the Business Owner Mindset concepts during sessions. Enhance the ability of team members to increase attainment of the company goals.
· Identifying Needs & Delivering Training
o Identify field training needs and communicate those needs to Sales Training leadership. With approval seek resources available through Sales Training & Leadership Development to either devise new programs or to access existing programs to address needs.
o Deliver training programs to the field to enhance understanding and improve proficiency of the sales force. Uses Zealand approved materials and training content to ensure compliance to Zealand guidelines.
o Develop and / or deliver special topic information on market conditions, competitive data, customer needs, trends across the field, or other assigned presentations to enhance understanding and awareness of the team. Ensure that all information presented during sessions is fully compliant and approved through the appropriate channels.
· Developing Leadership Competencies
o Provide input and feedback to internal partners as needed to improve efficiency. Support the business planning process, assist brand and Sales Training & Development in developing customer-centric messaging, and devise training programs to achieve goals and objectives of field business plans.
o Pull through accurate product message training by delivering assigned sessions on the application of new concepts presented by Sales Training & Development during the initial launch training process.
o Lead various sessions at meetings to increase the field’s awareness and understanding of competitive trends, data analysis, best practices, market knowledge, clinical practices, or other technical information as assigned by the NSD and / or RBL.
o Support sales management team by providing training materials, workshops and/or facilitation support at National, Sales, and POA meetings
o Demonstrate effective platform skills when facilitating meetings or delivering training to maximize the impact of the session and ensure that information is communicated consistently and clearly.
o Complete special assignments, as directed by the Director, Sales Training & Leadership Development to increase personal proficiency in key leadership skills, such as planning agendas and communications to the team or field, serving as project leader on special initiatives.
o Support the management/leadership team by sharing best practices.
o Learn new disease state materials and be prepared to implement training of these materials in a timely fashion
o Ensure that all activities and materials are compliant with internal regulatory and legal requirements
o Collaborate with cross functional partners to guide, manage and administer Tovuti LMS (our Learning Management System) and any distance learning technology for commercial field team
What you will need to be successful
· 2+ years’ Zealand preferred.
· 8+ years’ successful sales experience within the Pharmaceutical or Device industry preferred.
· Preferred experience in training
· Bachelor’s Degree required; Master’s a plus.
· Recognized as a leader by team members and other internal business partners.
· Ability to create and deliver compelling presentation to clearly communicate a point of view or direction.
· Serve as liaison between RBL, NSD, Marketing and Sales Training to maximize use of resources.
· Willingness to travel with overnight availability.