Commercial Excellence Training Manager

🔥 14 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

📚 Learning and Development

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Össur

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1971

🏥 Healthcare

💼 Consulting

🏭 Manufacturing

💰 Grant on 2022-06

Healthcare • Consulting • Manufacturing

Össur is a company that specializes in the development, production, and marketing of non-invasive orthopedic products, including prosthetics and braces. The company is focused on improving the quality of life for individuals by providing high-quality solutions for people with mobility challenges. Össur operates globally, offering innovative medical products that are used in rehabilitation and to support people in leading active lives.

📋 Description

• Develop and execute the annual commercial training and capability-building plan aligned with revenue objectives, product launches, market expansion, strategic-account priorities, and organizational needs • Conduct training-needs assessments using field feedback, sales-leader input, CRM and performance data, customer insights, market trends, competency assessments, and launch-readiness requirements • Define role-based competency models and learning pathways for sales representatives, clinical specialists, sales managers, strategic-account personnel, and distributor/channel teams • Translate commercial strategy, value propositions, segmentation, account plans, and go-to-market priorities into actionable training, playbooks, job aids, and reinforcement tools • Partner with Commercial Excellence leadership to improve sales-process adoption, territory planning, opportunity management, account prioritization, CRM discipline, and forecast quality • Design and facilitate instructor-led, virtual, blended, self-directed, simulation-based, and field-based learning programs • Lead end-to-end onboarding for new commercial hires, including clinical and product education, selling skills, systems training, compliance requirements, competitive positioning, and certification • Develop and deliver training in consultative selling, value-based selling, discovery, account planning, stakeholder mapping, objection handling, negotiation, territory management, pricing discipline, and opportunity management • Create programs enabling field teams to communicate product features, clinical benefits, economic value, safety information, evidence, and differentiated value propositions appropriately for each customer audience • Build training materials, facilitator guides, participant workbooks, e-learning modules, assessments, role plays, knowledge checks, certification standards, and field-coaching tools • Facilitate workshops at national sales meetings, regional meetings, launch meetings, leadership meetings, and virtual learning events • Maintain field presence through ridealongs, coaching observations, regional meeting participation, and direct feedback from commercial teams • Lead commercial-readiness planning for new product introductions, indications, line extensions, competitive responses, and major portfolio updates • Partner with Product Marketing, Clinical/Medical Affairs, Professional Education, and Regulatory/Legal/Compliance to develop accurate, compliant, field-ready launch training • Establish launch certification requirements and assess field readiness before commercialization milestones • Ensure commercial teams understand appropriate product use, clinical workflow, customer needs, evidence-based messaging, approved claims, safety information, reimbursement considerations, and competitive differentiation • Support launch-reinforcement plans, including post-launch coaching, refresher training, knowledge assessments, and field feedback loops • Partner with frontline sales leaders to establish a consistent coaching culture and improve manager-led development in the field • Provide coaching tools, observation guides, feedback models, and performance-improvement resources for sales managers • Conduct field observations and identify performance gaps related to product knowledge, clinical confidence, selling behaviors, account strategy, CRM use, and execution of commercial processes • Design targeted remediation or advanced-development programs for individuals, teams, and regions based on identified business needs • Facilitate best-practice sharing among high-performing sales representatives, clinical specialists, and sales leaders • Establish a training measurement framework evaluating participation, learner satisfaction, knowledge acquisition, skill demonstration, certification status, manager observation, behavior change, and business impact • Develop dashboards and regular reporting for Sales Leadership using onboarding, certification, competency, pipeline, win-rate, pricing, conversion, quota, adoption, and ROI metrics where feasible • Use learner feedback, field observations, post-training assessments, CRM data, commercial performance data, and customer insights to continuously improve programs • Maintain current training records, completion documentation, certification data, and version-controlled learning materials • Manage external vendors, facilitators, learning platforms, and content-development partners as needed

🎯 Requirements

• Bachelor’s degree in Business, Marketing, Education, Life Sciences, Health Sciences, or a related discipline • Five or more years of progressive experience in medical-device sales, clinical sales, sales training, commercial education, sales enablement, commercial excellence, or a related role • At least two years of experience designing, facilitating, or managing commercial training programs; equivalent demonstrated experience may be considered • Experience supporting a U.S. field-sales organization in a regulated healthcare, medical-device, diagnostics, biotechnology, or pharmaceutical environment • Strong instructional-design capability, including adult-learning principles, learning objectives, assessment design, blended learning, and behavior reinforcement • Demonstrated understanding of medical-device commercialization, including clinical selling, healthcare-provider engagement, product-launch readiness, customer adoption, and compliant promotion • Experience partnering cross-functionally with Sales, Marketing, Clinical/Medical Affairs, Clinical Education, Market Access, Commercial Operations, and Compliance • Proven ability to facilitate high-impact sessions for both new and experienced commercial professionals • Strong written, verbal, presentation, facilitation, project-management, and stakeholder-management skills • Proficiency with Microsoft PowerPoint, Excel, Word, Teams, and learning-management systems • Ability to travel domestically up to 30–50%, including occasional evenings and weekends associated with meetings, launches, and training events • Master’s degree in Business Administration, Organizational Development, Adult Learning, Health Sciences, or a related field is preferred • Experience in a clinically complex medical-device segment such as orthopedics, cardiovascular, surgical, neurovascular, diabetes, diagnostics, robotics, wound care, rehabilitation, or prosthetics and orthotics is preferred • Experience with sales methodologies such as Challenger, Miller Heiman, SPIN, MEDDICC, Solution Selling, Strategic Selling, or comparable frameworks is preferred • Experience building product launch readiness and certification programs is preferred • Prior field-sales, clinical-specialist, sales-management, or strategic-account-management experience is preferred • Familiarity with reimbursement, coding, coverage, payment, health-economic value messaging, and payer/customer-access considerations is preferred • Experience managing vendors, content-production partners, training budgets, or direct reports is preferred • Certification in instructional design, facilitation, coaching, project management, or sales methodology is preferred • Experience with CRM platforms such as Salesforce is preferred

🏖️ Benefits

• Competitive Compensation Packages • Medical, Dental, and Vision Benefits • 401(k) Retirement Plan with employer matching contribution • Competitive Time Off • Paid Parental Bonding • Diverse working environment and welcoming, fun company culture • Close collaboration and support from colleagues