Director of Sales Training and Development

CMS

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

Assess, define, create and coordinate sales training programs that enable field sales force at all levels, to achieve their potential and support company sales objectives. This role manages to all aspects of sales training and activity revolving around sales training and development and is responsible for ensuring field sales force is developing the skills and knowledge needed to be successful in their current role and to prepare them for the next position.

Essential Functions

• Define, create and manage training /development roles and personnel dedicated to field sales support of ADs, RMs, TMs, ATMs and CoPAs as well as, Territory Manager Sales Trainer role, Sales Training Coordinator, Sales Trainer role, Manager Sales Training role, Sales Training Manager role, Field Sales Training Specialists, Sales Leadership Training Manager role, Specialty Teams Sales Training Manager, and Manager, Field Sales Training Specialists.
• Sales and CMS Product Training for ADs, RMs, Territory Managers and Associate Territory Managers - Specific training paths and content.
• Training for Coordinators of Patient Administration - Specific training -specialized for COPAs
• Training for Regional Managers - New hire and promotions training; Ongoing coaching courses, development and IDP’s; Source and implement biannual RM/AD development programs.
• Training by Field Sales Training Specialists.
• Work with all new TM’s out of Parts I and II, work with struggling TM’s and sharing Best Practices of best TM’s.
• Assist with all levels of phased TM training classes to bring field perspective.
• Work with RM’s and AD’s to identify needs of TM’s and assist with coaching and training to those needs.
• Support additional assigned duties unique to each FSTS for their growth and development.
• Create opportunities and curriculum for ongoing Development training as well as providing bench for internal promotions - TM LDP; RM LDP; TM Advanced Sales Development Program; RM Advanced Sales Development Program; Bi-Monthly Best Practice and Learning Sessions for Developed Market TMs; S.P.A.R.K - SG3 Professionally Advancing with Resources and Knowledge.
• Collaborator and Consultant to Marketing with regard to: Product launch; Strategic initiatives; and Creation of ASM and fall meeting sessions and training support and facilitation.
• Directs the planning, execution and evaluation of all training and development programs across the US for CMS
• Ensures that the team is equipped with the appropriate learning delivery systems capable of supporting the learning, compliance and development needs.
• Partners with executive leadership to ensure capability of trainer workforce across the enterprise
• Responsible for sourcing programs and vendor led development on ongoing basis for ADs and RMs which change and benefit our corporate strategy and approach
• Echleon Front and Extreme Ownership with bi-weekly pull-through via videos
• CCL and regularly scheduled 360s for Executive and Sr leadership growth and development
• Miller Heiman training for HSDs
• Integrity Solutions Behavioral Styles and Selling as well as Coaching
• Responsible for oversight and direction in the development of:
• Sales Training department personnel and all materials to support field sales training and development
• Evolution of sales training development
• Promotional training path and content for TA to TM
• Phased Training programs (Phase I - Initial training 2 wk program, Phase II - 6 mo deeper dive training, Accelerated Professional Execution Training 18-24 mo TM tenure, Ongoing Creation and implementation of development programs for all levels of field sales
• Major conference follow up and/ or attendance in conjunction with Marketing - AHA, ACC, HRS etc
• Responsible for creation of materials related to overall Clinical and Sales Acumen Training to field sales
• Development of educational presentations for delivery by FST’s to field sales in a variety of roles
• Review of and delivery of data/information from new relevant articles
• Creation of clinical summaries and webexes for field sales
• Collaborate with marketing as indicated on development and delivery of materials
• Manage internal and external training team who are dedicated to improving the performance, sales and clinical knowledge of our Field Sales teams and Sales Support Teams as well as Sales Leadership Teams across 10 Areas and 65 Regions.
• Manage teams focused on segment specific sales and LV sales process , product and systems/tools expertise and certification, compliance, POA’s, messaging, challenging conversations and data
• Attendance at Sales Quarterly Business Reviews and Regional Meetings as indicated to stay abreast of trends and to identify gaps in selling abilities
• Ability to conceptualize and quickly implement multiple and different training programs for a variety of roles as the need arises,( i.e. HSDs, HFMS, ATM, CoPA, Integration Specialists, Clinical Acumen Training Initiative, new data, competitive selling
• Compiling measurable metrics and reporting to measure success and impact of programs
• Regularly assess field sales needs and requests, update training materials and programs, and implement IDP’s for Field Sales including Senior Leadership as indicated
• Regularly assess Sales Training team needs and areas for growth and development. Provide ongoing continuing education, regularly check in with team as to aspirations and implement IDP’s for team as indicated
• Create opportunities to utilize field sales when applicable to attend and audit training classes and share best practices as indicated for the tenured TMs ongoing development as well as for the new trainees development
• Collaborate with Chelmsford, CMS Marketing, CMS International and other stakeholders in yearly planning of Annual Sales Meeting,
• Support with training staff as indicated
• Support marketing with creation of session material and workshops as indicated
• Responsibility for calculating and working cross organizationally (Globally) to determine sales awards and recognition
• Lead the planning, design, implementation and delivery of global training programs for CMS. Continuous implementation of updated information and material as indicated. Share processes and materials with CMS Europe and interact as indicated
• Facilitate FSTS Mentoring program for TMs with interest in pursuing an FSTS role
• Collaborate with Sales Executive Leadership to assess needs related to training and development in order to execute on time sensitive requests, build long-term strategies and to ensure alignment on priorities and leverage Support Resources
• Partner closely with cross organizational departments (Reimbursement, Marketing, Engineering, Medical Affairs, HR, Support, Sales Operations, and National Accounts ) to identify gaps and opportunities in current training offerings and develop and deliver Sales Training programs.
• Work closely with other Global Sales Leaders to partner on training initiatives and ASM planning
• Oversee and evolve Training and Development Education with a specific focus on the creation of curriculum, development and maintenance of content, facilitation and management of learning tools to support role, product and tool expertise for Field Sales
• Design the operational processes to support ongoing changes to our business with speed and accuracy.
• Drive strategies targeted at innovating our content, delivery and reinforcement that incorporates a blended approach for effective learner
• Supervisory Responsibilities
• Directly supervises Manager, Field Sales Training Specialists , Specialty Teams Training Manager, Manager, Sales Training and Sales Training Leadership Manager. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and compliance and resolving problems

Required/Preferred Education and Experience

• Bachelor's Degree in Business or comparable experience in medical equipment sales training.
• 8+ years of combined work experience in Sales role and Sales Coaching and Training, Sales Enablement and Training & Development
• 3+ years of proven Sales success preferred
• 8+ years experience managing or leading teams
• Experience in a global setting, managing or leading teams across different markets, cultures and languages
• Well versed with Learning Management Systems, Digital Learning strategy and tools
• Ability to influence and lead cross-functionally
• Proficient with Microsoft Office Suite including PowerPoint and Excel and Google docs
• Advanced oral, written, and presentation skills
• Demonstrated ability to take initiative and be proactive, must be strategic thinker, must execute fully
• Roll up your sleeves mentality and willingness to solve problems and make improvements
• Strong attention to detail and proven ability to multitask effectively
• Relevant experience in a fast paced environment, excellent communication and leadership skills
• The ideal candidate must be culturally sensitive and familiar with global market variations in order to deliver training effectively

Knowledge, Skills and Abilities

• Well versed with Learning Management Systems, Digital Learning strategy and tools.
• Ability to influence and lead cross-functionally
• Proficient with Microsoft Office Suite including PowerPoint and Excel and Google docs
• Advanced oral, written, and presentation skills
• Demonstrated ability to take initiative and be proactive, must be strategic thinker, must execute fully
• Roll up your sleeves mentality and willingness to solve problems and make improvements
• Strong attention to detail and proven ability to multitask effectively
• Relevant experience in a fast paced environment, excellent communication and leadership skills
• The ideal candidate must be culturally sensitive and familiar with global market variations in order to deliver training effectively

Travel Requirements

• Travel is 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.

The annual salary for this position is:

$190,000.00 to $210,000.00

This position is eligible for an annual bonus in accordance with the company's bonus plan. Factors which may affect starting salary include geography, skills, education, experience, and other qualifications of the successful candidate. Details of ZOLL's comprehensive benefits plans can be found at www.zollbenefits.com.

Applications will be accepted on an ongoing basis until this position is filled. For fully remote positions, compensation will comply with all applicable federal, state, and local wage laws, including minimum wage requirements, based on the employee’s primary work location.

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

ADA: The employer will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.