Head of Commercial Sales Training & Development

Job Description

The leader of Allergan Aesthetics Sales Training and Management Development is responsible for effectively onboarding and developing the AA sales organization, onboarding and in-role development.  This includes the development of the AA portfolio sales representatives, management development program and development of people leaders within the US commercial organization.  To ensure alignment with the strategic objectives of AA, this leader is responsible for the strategic execution of sales and marketing initiatives through training, development and national meetings for the Facial Aesthetics and Inside Sales (Facial, SkinMedica, PRM and Body Contouring) divisions. Ensuring training and development is designed leveraging adult learning principles, planned, developed, MLRC approved and directed in order to meet short- and long-range goals for representatives and managers in an increasingly complex environment for medical device and pharmaceuticals in the Aesthetic sales B2B/HCP market. Focus is on ensuring the current and future training and development needs of the Allergan Aesthetics portfolio sales teams are met covering clinical technique across multiple medical devices/pharmaceutical products and procedures, clinical training across multiple product lines, Alle platform, Business Development, Patient Engagement, AMI Customer Clinical Training programs and Customer Business Programs (APC  and ADC Consulting Services), Business Development and strategic resource deployment. Is responsible for cross-functional partnership and alignment with the Brand Marketing and US Meetings team to strategize, develop workshops and execute all sales meetings (Manager Meetings, National Sales Meeting, and Launch Meetings as needed) to prepare sales team to execute on key objectives to achieve sales performance objectives. Manages the Portfolio content training throughout the new hire curriculum of Foundations, Competitive Boot Camp, Business Development and Advanced Business Development for all of the divisions in Allergan Aesthetics. Ensures unique curriculum development to develop the skills and capabilities needed to achieve business unit specific objectives and responsibilities.

60%- Plans, develops and directs the execution of all training and development programs for the US Aesthetics Sales Teams, including the onboarding of new sales representatives, development training for existing sales representatives and management and leadership development training programs to develop a pipeline of future people managers.

• These responsibilities include strategic oversight of the following key areas of sales training and mgt development: 
  1. Clinical Expertise and selling skills across of the AA Portfolio:  Strategy and execution of the effective onboarding and development of the Allergan Aesthetic Sales organization.  Guides Clinical Training across multiple devices and pharmaceutical products for both internal team clinical training and external customer training programs.
  2. Business Excellence Education:  Strategy and execution of the onboarding and ongoing development of the Sales Representative, RM and Growth Services to effectively leverage the suite of business development tools to grow the AA portfolio with customers. Business Development training focused on the recruit, convert, retain (RCR) methodology of business development for AA.  Additionally, develops and executes the learning strategy of the AA tools and resources to optimize the deployment of RCR by the field sales organization.
  3. Management Development:  Strategy and execution of the onboarding and development of the Allergan Aesthetics front line sales leaders.
  4. Leadership Development:  Strategy and execution of the development of future leadership pipeline at the 1st and 2nd level (Director) level as well as provides development programs for non-sales leaders across the AA commercial organization.
• Leads the creative vision/strategy and development of sales training programs in order to equip the sales organization to effectively execute on business unit strategic imperatives. Collaborates across the organization to develop and update appropriate content and execution for AA Sales Teams (Facial, SKM, Body Contouring, PRM, and Inside Sales).
• Additionally, spends sufficient field time with customers, managers and representatives to evaluate current training, meeting and communication results and gain insight into how to adjust accordingly. 

 20%-  In conjunction with Brand Marketing and Sales Leadership, the sales training leader will focus the objectives, agenda and workshops to conduct effective Allergan Aesthetics Sales Meetings (MM, NSM, Product Launches) and Inside Sales Team Meetings (Austin Onsite).  These meetings will be supported with strong pull through plans across the sales management and field training teams to ensure pull through and accountability of the skills developed at the meetings.

10%- Develops SOPs within the department to measure and maintain standards for training, communications and meetings. Coordinates National FST and IST programs including annual FST/IST Development Meeting, FST/IST Onboarding, FST/IST Development, FST/IST mentorship in training courses and working with the FSTs in their career development including key projects and preceptorships like the Sales Training Preceptorship Program (STPP).

10%- Effectively lead the development of the Sales Training Department development plan, talent planning and strategic use of budget to meet the development needs of the sales force.

KEY INTERFACES:

1. Frequent contact with all levels of management and corporate personnel to include:  Sr. Vice Presidents, Vice Presidents, Associate Vice Presidents, Heads of Sales, Area Sales Directors, District Sales Managers, Facial Aesthetics Sales Representatives, Inside Sales Representatives, Marketing Directors, Product Managers, Human Resources, R&D, and Sales and Marketing Managers from other divisions.
2. Additional contacts with VIP customers which include HCP course faculty.
3. Main point of contact for outside vendors related to training and meeting engagement technology.

Qualifications

1. Bachelors degree, (MBA preferred)
2. A thorough knowledge of Clinical and Business Development in the Aesthetics industry including strong knowledge of practitioners, retail and sales and marketing practices.  This level of knowledge would normally require a minimum 15+ years of related experience (sales and/or sales leadership, training and marketing) in the Aesthetics and or Pharmaceutical/Medical Device market.
3. Expertise in both Medical Device and Pharmaceutical sales and clear understanding of Avamed and Pharma guidelines.
4. Clear understanding of navigating and Aesthetics business and experience rolling out programs involving point of sales, patient consultation, patient recruitment and patient rewards programs and a minimum of 4 to 6 years of executing these programs.
5. Minimum of 15+ years of combined field sales experience and sales management experience in Aesthetics or Medical Device
6. Minimum of 8+ years of sales training, business training and/or training leadership experience in Aesthetics or Pharmaceutical/Medical Device
7. Minimum of 5+ years leading leaders of teams to achieve training, sales or marketing objectives. 
8. Marketing Experience in Aesthetics, Medical Device or Pharmaceuticals is preferred but not required

Essential Skills and Abilities

1. Ability to develop a vision, mission and purpose with a cross functional team to achieve results across multiple objectives and workstreams.
2. Excellent cross-functional partnership skills and ability to work effectively to drive alignment in a matrix organization.
3. Strong leadership skills to direct the effective development of entry level to Sr. level skills across the sales organization.
4. Excellent communication skills, oral and written at a senior leadership level.  The ability to present to various levels and sizes of groups within and outside of the organization.
5. Proven managerial skills and the ability to work effectively with and through others especially under project and meeting deadlines.
6. Strong to exceptional planning and project management skills.
7. Strong analytical skills and a good working knowledge of sales and marketing plans and controls as well as solid computer skills.

Additional Information

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: ​

• The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future. ​

• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.​

• This job is eligible to participate in our long-term incentive programs. ​

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law.​

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled. 

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Compensation: 182000 to 346000 (USD) (YEARLY)