Director, Sales Training

Heron Therapeutics develops cutting-edge medicine to meet unmet patient needs and solve big problems by applying our innovative science and technologies with well-known pharmacology. With therapeutic areas in Oncology and Acute Care, our goal is to offer alternatives so patients can be opioid-free post-surgery. With additional products and indications on their way, we are excited to be growing and adding to our amazing team.

Our entrepreneurial culture gives everyone the chance to be heard with easy access to decision-makers like other smaller companies, along with some of the sophistication and benefits of larger organizations. We developed the Heron Ways of Working to implement training and practices that breathe life into our values and embed them into our daily experience such as open collaboration across teams, self-responsibility & accountability, communication strategies & techniques, and the mindset of always assuming positive intent!

The Director of Sales Training is a leadership role responsible for continually improving the performance of the sales organization. This position will collaborate with management to understand major sales opportunities and challenges ensuring sales processes, sales systems, and best practices are effectively deployed to positively impact sales productivity. This person will determine and evaluate sales training needs and design and deliver quality sales training solutions that build essential sales capabilities necessary to achieve all sales goals through successful execution of defined sales strategies. He/she will also analyze performance of sales personnel to determine need for additional training.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Develop and maintain a highly relevant, goal oriented strategic training program
• Collaborate with executive and senior stakeholders to ensure understanding of sales strategies, opportunities, and challenges and gain full alignment on training priorities.
• Work closely with sales management to ensure all training initiatives meet established sales standards that can deliver the desired customer experience and improved business competency.
• Develop a training curriculum for all customer-facing roles, measure effectiveness and continuously improve
• Continually identify best practices in sales training and update and enhance training curriculum to bring change and improvement in sales behaviors and deliver against all defined sales performance goals.
• Establish and support an overall sales skills development and coaching environment.
• Liaise with key support areas, such as Human Resources and Sales Operations, to leverage synergies in training programs.
• Develop new hire training, advanced and recurrent training as well as additional development programs

Requirements:

• Bachelors or Master’s Degree preferably in Training/Education, Business, or related discipline.
• Minimum of 10 years of experience in roles focused on curriculum development and sales training. Experience in sales management, with a strong emphasis on relationship building, sales training, product demonstration, and coaching sales people will be considered in lieu of 10 years as a sales trainer.
• Business acumen and marketing familiarity, sales experience preferred.
• Experience consulting with leaders and stakeholders, with ability to be a strategic partner.
• Ground-up experience developing and delivering product knowledge and soft skills training curriculum in pharmaceuticals within the hospital setting. Pain management and Oncology experience preferred.
• Ability to develop compelling curriculum and tools that ensure on-brand messaging and leverage Unique Selling Propositions (USPs) that drive revenue results.
• Experience designing and delivering learning programs that reflect knowledge in adult learning principles, both inside and outside of traditional classroom environments.
• Confident facilitation skills with ability to adapt content to meet specific audience needs.
• Strong leadership and communication skills with track record of collaborating and influencing change both up and down the chain of command.
• Analytical and reporting skills that lead to change recommendations based on identified trends.
• Experience creating and delivering advanced and ongoing training for all levels of sales force including sales representatives, managers, DNA’s and field support personal.
• Experience developing and managing training budgets.
• Demonstrated market knowledge as it relates to total office sales techniques and ability to develop strategies to gain access and commitments from direct buyers, decision-makers and influencers.
• Deep and broad knowledge of the competitive landscape and ability to develop tools and other content to competitively position product(s).
• Experience working cross functionally with marketing, regulatory, clinical and other departments to ensure consistent and accurate messaging regarding clinical data and product efficacy/labeling.
• Strong leadership, team building, organizational, communication and interpersonal skills.
• Experience in developing and making formal presentations to executive management.
• Ability to manage RFP projects to solicit and evaluate bids for services of strategic training vendor partners and manage same.
• Ability to travel in the US extensively

The above description is intended to describe the general nature of the job that may include other duties as assumed or assigned; it is not intended to be all inclusive or limit the duties of the position.

Heron is an Equal Employment Opportunity/Affirmative Action Employer: Minority/Female/Disability/Veterans/Sexual Orientation and Gender Identity.