Field Sales Training Manager - South Central US Region

Summary of Major Responsibilities

The purpose of the Field Sales Trainer position is to optimize sales force effectiveness and enhance engagement. The primary responsibility is to conduct field based coaching with PMRs by individual field rides with PMRs identified by the sales leadership team “moving individuals from the middle” of skill sets, and group training programs designed to have an immediate impact and positively build sales skills and drive sales results. The training strategy is consistently aligned to approved brand and sales strategies. The Field Sales Training Manager will provide local group training that will complement the formal training received through initial sales training, training at NSMs, regional and area meetings. Training content is determined by the Commercial Effectiveness Team, Brand Team, Field Sales Leadership and Field Coaching Reports through qualitative assessments related to current execution.  Field Sales Training Managers are an important link in the continuous learning feedback loop that is designed for on-going assessment and optimization of Exact Sciences sales execution.

Essential Duties and Responsibilities

Partners with Commercial Effectiveness and Sales Leadership to assess sales force effectiveness related to the current execution of brand and sales strategies and to assist in the development of sales professionals for a Best in Class Sales Team.

  • Participates in the development of field based training initiatives with other Commercial Effectiveness personnel and cross-functional partners as appropriate
  • Facilitates “Gap Analysis” and creates & conducts field based group training designed to immediately impact on sales skill development and drive sales results
  • Conducts training using various mediums such as: Web-Ex, video conferencing and in-person facilitation
  • Provides developmental coaching and feedback to Professional Medical Representatives in 1:1 field rides as well as in group training environments
  • Collaborates with Commercial Effectiveness and Sales Leadership (VP of Sales, RBDs, and AMs) to ensure optimal pull-through of all training programs to include: Initial Sales Training, Brand initiatives, Selling Skills, and Territory Management
  • Serves as a resource to Commercial Effectiveness, Sales, and Marketing for continuous learning related to sales execution
  • Provides competitive field intelligence through field rides
  • Coordinate and facilitate ongoing and best practice training and development with field sales leadership to develop a Best in Class field sales organization
  • Assists with large training events such as new product launches and field force expansions
  • Assists with new hire sales training classes in Madison and other designated locations
  • Completes all special projects as assigned by Commercial Effectiveness Leadership
  • Maintains a high level of market intelligence, including new product, developmental training methods, competitive intelligence, training programs and best practices
  • Maintains confidentiality and enforces Commercial Effectiveness and Exact Sciences Policies
  • Complies with all Exact Sciences Operational Guidelines and Code of Conduct and ensures that all activities, observed or taught, are also in accordance with these guidelines

Qualifications

Qualifications

  • Bachelor’s Degree Required
  • Minimum 4 years of sales experience
  • Strong clinical, selling skills and marketplace knowledge
  • Proficiency with Microsoft Office software
  • Strong communication skills (written and oral)
  • Strong presentation skills (both small and large group)
  • Demonstrated Leadership
  • Demonstrated Accountability in current role
  • Demonstrates Initiative
  • Collaborative

Preferred Qualifications

  • Experience in project management and developing and delivering effective presentations
  • Experience with Exact Sciences
  • Previous field training experience
  • Master’s Degree
  • Miller Heiman Strategic Selling and/or Conceptual Selling certification
  • Product Launch or Expansion Launch experience
  • Experience leading advisory groups and mentoring
  • Experience in any type of stretch role

Licenses/Certifications

  • Must possess a valid driver’s license, have no more than 2 moving violations in the past 36 months, and have no unresolved revocation or suspension issues

Physical Requirements

  • Manual dexterity required to operate office equipment (i.e. computers, phones, etc.)
  • Carrying, handling and reaching for objects
  • Ability to sit or stand for long period of time while traveling and delivering training workshops

Travel Requirements

  • Travel to various meetings or territory locations or Home Office in Madison, WI by car or air
  • Field Based with approximately 60% overnight travel based on business needs

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EEO Disclosure

Exact Sciences is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, creed, disability, gender identity, national origin, protected veteran status, race, religion, sex, sexual orientation, and any other status protected by applicable local, state or federal law. Applicable portions of the Company’s affirmative action program is available to any applicant or employee for inspection upon request. 


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