Director, Commercial Training & Sales Enablement (CTSE)

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Summary

The Director, Commercial Training & Sales Enablement (CTSE) is responsible for the strategic leadership, development, execution, and continuous improvement of commercial training and sales enablement initiatives supporting enterprise business responsibility for commercial training in the Western Europe (WEU) Business and also including CEEMEA for Advanced Surgery.

This role serves as the commercial capability leader for the business, responsible for building and executing comprehensive learning and sales enablement strategies that accelerate sales team effectiveness, leadership capability, product adoption, customer engagement, and business performance. The Director leads commercial training strategy and deployment across the entire employee lifecycle, including onboarding, product and clinical education, sales methodology, leadership development, launch readiness, ongoing capability development, and performance advancement.

The role engages with leaders at all levels from the President of each business through to individual contributors, and is a standing business partner and consultant of the leadership teams within the entire geography listed above and sits on the Global CTSE Leadership Team. Working closely with Commercial Leadership, Global and Regional Marketing, Clinical, Medical, Human Resources, and Global CTSE partners, this individual will influence strategic priorities, identify capability gaps, capture data and analytics, and develop scalable learning solutions that drive measurable business outcomes. 

The Director will lead a team of training professionals and manage training investments, resources, and external partners to ensure successful execution of business priorities across the region supporting ~500 sales employees in the region including sales leaders and sales representatives.

Key Responsibilities

Commercial Training & Enablement Strategy

• Develop and execute a comprehensive commercial training and sales enablement strategy aligned to global CTSE pillars and enterprise business objectives across the WEU markets
• Partner with senior commercial leadership to assess organizational capabilities, identify performance gaps, and prioritize development initiatives
• Create and maintain a multi-year capability roadmap that supports business growth, product innovation, market expansion, and changing customer needs
• Ensure training and sales enablement priorities are aligned with global capability frameworks, standards, and strategic initiatives
• Act as the primary strategic advisor to business leaders on capability development, learning effectiveness, and sales readiness

Sales Force & Leadership Development

• Lead development and execution of training programs in conjunction with the global COE in CTSE.  Programs will support sales representatives, sales leaders, clinical specialists, and channel partners
• Oversee new hire onboarding and certification programs to accelerate time-to-productivity
• Assess need for and implement sales leadership development programs focused on coaching, talent development, execution excellence, and performance management
• Drive adoption and reinforcement of selling methodology, customer engagement strategies, and commercial best practices
• Ensure field teams possess the product, clinical, market, competitive, and selling capabilities required to achieve business objectives and oversee certification processes, implementation, and outcomes

Launch Readiness & Business Transformation

• Partner with Global and Regional Marketing, Medical Affairs, and Commercial Leadership to develop and execute launch readiness strategies
• Ensure field readiness for new products, services, digital solutions, and strategic initiatives
• Lead organizational change management and capability-building efforts associated with commercial transformation initiatives
• Implement innovative learning technologies and approaches that improve learner engagement, retention, coaching, and performance

Stakeholder Leadership & Business Partnership

• Build trusted relationships with stakeholders across all levels of the organization, including senior executives and Business Unit leadership
• Serve as a key member of business planning and leadership forums to ensure capability implications are incorporated into strategic decisions
• Influence and align cross-functional stakeholders around capability priorities, resource allocation, and enablement strategies
• Collaborate with Global CTSE teams to ensure consistency, scalability, and sharing of best practices

Training Effectiveness & Analytics

• Partner with the Global CTSE Center of Excellence (COE) to establish and monitor metrics to evaluate training effectiveness, field readiness, learning adoption, and business impact
• Partner with CTSE COE to map curriculum and learning assets against business needs to develop the right learning pathways by role and business
• Utilize data and performance insights to continuously improve learning programs and capability initiatives
• Monitor and share dashboards with regional leadership demonstrating the value and impact of training investments
• Leverage analytics to identify capability gaps and emerging development opportunities

People Leadership

• Lead, coach, and develop a team currently including five Senior Training Managers
• Foster a high-performance, collaborative culture focused on innovation, accountability, and continuous improvement
• Establish clear objectives, development plans, and success measures for team members
• Build organizational capability and succession pipelines to support future business needs

Financial & Operational Leadership

• Develop and manage annual operating plans and budgets for training and sales enablement initiatives
• Ensure effective prioritization and allocation of resources to maximize business impact
• Manage business-related vendor partnerships and learning solutions while collaborating with senior leadership on broader vendor governance
• Oversee planning and execution of major training events, sales meetings, national training meetings, leadership development programs, and field-based learning experiences

Qualifications

• Demonstrated success leading commercial training, sales enablement, sales effectiveness, or capability development organizations
• Proven ability to influence and collaborate with senior leaders in a complex, matrixed environment
• Strong strategic planning, business acumen, and organizational capability development expertise
• Exceptional communication, facilitation, and executive presentation skills
• Demonstrated experience leading cross-functional initiatives and driving organizational change
• Strong analytical skills with the ability to translate performance data into actionable business insights
• Proven ability to lead teams, develop talent, and build high-performing organizations
• Ability to effectively manage multiple priorities and adapt to evolving business needs
• Experience implementing innovative learning technologies, digital learning strategies, and modern enablement solutions
• Willingness and ability to travel up to 50% across the region of responsibility

Preferred Capabilities

• Commercial capability strategy and workforce development planning
• Sales methodology implementation and reinforcement
• Leadership development and coaching program implementation
• Learning impact analysis and performance consulting
• Launch readiness and commercial execution planning
• Change management and transformation leadership
• Learning technology, LMS, and digital learning ecosystem expertise
• AI-enabled learning, coaching, and sales enablement solution experience
• Vendor management and learning partner oversight
• Executive stakeholder engagement and influence

Education & Experience

• Bachelor's degree in Business, Education, Marketing, Life Sciences, Organizational Development, or a related field
• Advanced degree (MBA, Master's in Learning & Development, Organizational Leadership, or related discipline) preferred
• Minimum of 10 years of relevant experience in commercial training, sales enablement, sales leadership, commercial excellence, or related healthcare industry roles
• Experience in medical device, healthcare technology, diagnostics, life sciences, or other regulated healthcare environments preferred
• Prior people leadership experience managing professional-level teams preferred
• Demonstrated success leading regional or multi-business commercial capability initiatives preferred

We understand compensation is an important factor as you consider the next step in your career. At Baxter, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The minimum salary for this position is €112,000 annually. Your initial pay could be at the minimum or higher based on skills, expertise, experience, and other relevant factors, all of which are subject to change. This position may also be eligible for competitive benefits, discretionary bonuses, incentives, and/or long-term incentive. For questions about our pay philosophy and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview.

Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

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