Sales Training Manager

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.

ZOLL Cardiac Management Solutions offers a unique portfolio of novel technologies designed to deliver better insights and better outcomes. On any given day, clinicians utilize these ZOLL products for tens of thousands of cardiac patients around the world:

• LifeVest, the world's first wearable defibrillator, has been trusted to protect more than 1M patients at risk of sudden cardiac death.
• HFMS (Heart Failure Management system) is a non-invasive, patch-based device that monitors pulmonary fluid levels and has been shown to reduce heart failure readmissions rates by 38 percent.
• TherOx Super Saturated Oxygen (SSO2) Therapy is the first FDA-approved therapy since the stent 20+ years ago to reduce infarct size in patients with the most severe heart attacks.

Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need.

ZOLL has been Pittsburgh's Manufacturer of the Year, one of Western PA's Healthiest Employers, and even one of Pittsburgh's Coolest Offices. But it's our unique opportunity to impact people's lives that makes ZOLL the ideal place to build your career.

Job Summary

This position reports to the Manager of Sales Training within the Cardiac Management Solutions (CMS) business division. To enhance the effectiveness of the field sales force, the Sales Training Manager will develop and implement comprehensive training programs for new and existing sales personnel. This person will be responsible for developing and evaluating targeted training strategy and implementation of training programs across the CMS product portfolio.
Responsibilities include assessing need for, creation and review of, as well as implementation of all training materials and interactions with sales, support personnel, marketing, and other stakeholders. In addition, will support the overall training needs and initiatives of the Sales Department.

Essential Functions

• Manage all training activities to ensure they are conducted efficiently, cost-effectively, compliantly, and in accordance with the organization’s policies and standards.
• Conduct regular training and learning needs analysis across the CMS division and liaise with appropriate stakeholders to develop and implement training initiatives that are appropriate for the business needs and consistent with the overall training and marketing strategy.
• Align as appropriate with our international CMS division partners on training strategies by identifying synergies and opportunities across markets to enhance channel effectiveness.
• Share training strategies and presentations via annual business meetings with German and France training managers.
• Maintain PSR training records from Germany.
• Build and deliver comprehensive training programs via a variety of blended learning processes and training methods.
• Become the expert and go-to person for all aspects related to CMS products, training topics, sales, and sales coaching.
• Create engaging training materials, including presentations, manuals and e-learning modules that foster and accelerate the individual and group learning process.
• Modify and create new training programs and materials as indicated to meet specific training needs.
• Must be proficient with creating new content, updating, and reviewing content for relevance and all aspects of PowerPoint.
• Collaborate with Manager and Director of Sales Training to assess strengths of RMs to lead various aspects of training as appropriate.
• Monitor and evaluate the effectiveness of training programs and make necessary adjustments.
• Work on special projects to create and disseminate Best Practices as indicated.
• Collaborate with other departments to develop and implement initiatives.
• Collaborate throughout the year on process improvements.
• Oversees training programs that include web-based seminars, printed manuals, group sessions, training videos, and more.
• Creation of and oversight of training materials such as Clinical Trial Summary Booklets, Specialty Physician Backgrounder, etc.
• Maintain awareness of opportunities for developing additional training material for marketing initiatives to deliver ongoing training and for follow-up
• Reviews existing training materials produced by third parties to determine appropriateness and relevance.
• Drives improved execution of field sales teams through the implementation of the sales strategy, sales process, and programs for commercial skill development.
• Skillfully and confidently presents in-person and online training sessions.
• Must have superior presentation skills and ability to present in front of large groups of people.
• Schedules training sessions, organizes information technology and other equipment, and manages course enrollment.
• Manages costs and stays within budget for all programs, productions, and publications in order to report to organization executives regarding a return on investment.
• Stay current on developments in training and adult education so the organization’s training activities remain relevant and innovative.
• Implement professional learning and education methodologies (content and resources) which are adaptable to meet the changes and dynamics of the market. Select methods, techniques, and evaluation criteria for obtaining desired results.
• Provide competitive training to field sales on a regular and ongoing basis in collaboration with the product marketing team.
• Maintains understanding of new educational and training techniques and methods (Adult learning techniques, etc.)
• Assess trainees’ talents, performance and productivity and prepare written evaluations with advice for improvement.
• Leverage internal resources and external vendor content provided, to ensure robust program development, implementation and pull-through across the CMS field sales force.
• Collaborate with Manager of Sales Training to select and manage ongoing relationships with external consultants and training providers.
• Identify current and future training needs and create curriculum to facilitate that training.
• Primary instructor for corporate training of new TMs/ATMs and other employees as indicated.
• Coordinate and facilitate training programs with a focus on strategic consultative selling skills, gap model selling, product competency and commercial management.
• Research and review medical articles and studies, general sales training materials and market information to evaluate suitability and update training programs.
• Stay current with medical procedures and trends to implement the latest relevant market and clinical trends into the training and development programs.
• Collaborate with Marketing and various support teams to ensure messaging and training materials are consistent with corporate directives.
• Prepare, update, and review in-house new-hire training materials, monitor training programs and materials to ensure that they are effective as indicated.
• Work on special projects to create and disseminate Best Practices as indicated.
• Research new training materials and supplies that might enhance our training procedures and provide value to our employees.
• Prioritize assignments while working on various projects simultaneously.
• Promote TM Best Practices.
• Work with all members of the training team both corporate and field based to align and coordinate training and coaching.
• Attend regional/area meetings as applicable.
• Assess need for additional strategies to facilitate pull through of POA, marketing messaging, sales strategy, implementation, F/U, and accountability; and then to develop those strategies.
• Field work to include field visits as indicated to TMs within their territories to stay in tune with field needs, stay abreast of field initiatives and current issues in field as they relate to training, provide field sales coaching as indicated on working visits.
• Conduct regular training sessions and workshops to improve sales techniques and product knowledge.
• Collaborate with sales leadership to align training initiatives with business goals and strategies.
• Prepare and compile reports and metrics for senior management. Present results as appropriate.
• Submit quarterly reports on activities and accomplishments.
• Liaison between sales and support personnel, facilitating creation of training documents and implementation of training sessions between departments.
• Facilitate creation of educational and sales focused webinars and on-line tutorials.
• Ability to communicate effectively at all levels within the organization.
• Prioritize assignments while working on various projects simultaneously.
• Promote TM /ATM Best Practices.
• Work with all members of the training team both corporate and field based to align and coordinate training and coaching.
• Attend regional meetings as applicable, and contribute to providing structure and consistency to those meetings across the country.
• Assist with developing and implementing coaching strategies for Territory Managers.
• Assess need for additional strategies to facilitate pull through of POA, marketing messaging, sales strategy, and implementation, F/U, and accountability; and developing those strategies.
• Perform other duties as assigned by Management.

Required/Preferred Education and Experience

• Bachelor’s Degree from a four-year university in science or business-related field required.
• Minimum of 8 years related experience in a combination of sales, sales coaching, or sales training roles required.
• Successful sales history required
• Project management and administrative experience required
• Experience leading training sessions and speaking in front of large groups of attendees required.
• Experience in the medical device or pharmaceutical industry preferred.

Knowledge, Skills and Abilities

• Familiarity with principles of adult learning, various sales models (Miller-Heiman, Consultative sales process, etc.) required.
• Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy, and physiology, etc. a plus.
• Ability to edit and create Word documents containing graphics, manage spreadsheets, prepare presentations, send and receive e-mail, obtain information from the internet, etc. Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
• Must be skilled at using PowerPoint.
• Ability to utilize and engage with LMS, Docebo, Articulate strongly preferred.
• Organized and detail-oriented.
• Ability to work in a fast-paced, multi-task environment is required.
• Strong leadership and communication skills and ability to collaborate well with others.

Travel Requirements

• 30% Travel required.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Standing - Occasionally
• Walking - Occasionally
• Sitting - Constantly
• Talking - Occasionally
• Hearing - Occasionally
• Repetitive Motions - Frequently

ZOLL is a fast-growing company that operates in more than 140 countries around the world. Our employees are inspired by a commitment to make a difference in patients' lives, and our culture values innovation, self-motivation and an entrepreneurial spirit. Join us in our efforts to improve outcomes for underserved patients suffering from critical cardiopulmonary conditions and help save more lives.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.