Position Summary: This position works with the Associate Director of Training and Development to lead global commercial training efforts in the development of sales tools and the development and deployment of sales training. The sales tools are included in the Value Based Trainings that are deployed to Local/regional Marketing and Sales Teams with the trainer approach in duo with Sales capabilities and in collaboration with Global Marketing Franchises. Leads the process for creation of relevant tools that starts by identifying needs with Regional/local Marketing and Global Marketing Franchises. Leverages content provided by Global Marketing Franchises (product/brand managers and market managers) to include in these tools, which will help the Sales Teams promote bioMrieux solutions in the entire Sales process including the discovery phase; presentation of the offer; and answers to objections. To ensure the best adoption of the material provided to sales, work with an iterative approach (pilot phase and improvements), and follow-up their use, acceptance and impact by local marketing and sales teams.
Responsibilities: - Lead the development of sales support training materials for the Clinical Unit business supporting our local commercial (sales and marketing) teams in promoting the differentiated value of our solutions and fighting competition.
- Start from the needs identified together with the Regional/Local Sales & Marketing teams, based on assessment results (assessment phase or post training assessments) and Marketing for Impact Plans, and build upon the content coming from the Global Marketing Franchises (brand / product managers and market managers), develop the appropriate training material and deploy in an iterative approach (with pilot and adjustments)
- Ensure that sales tools are developed to address the various customers / stakeholders involved in decision making for our solutions (labs, clinicians, C-Suite...) as well as for both our direct subs or distributors & different sales functions including AM.
- Prepare a roll-out plan for each sales tool (including definition of target population, when to use, how to use, etc.)
- In close collaboration with the respective Global Marketing Franchises, define KPIs for sales tools to follow their use and impact.
- Lead wthe collaboration with the Marketing Capabilities team, to ensure that the sales tools are fully integrated in the sales training plan / modules and sales process.
- Lead wthe collaboration with the Global Marketing Communications digital team, to ensure that the sales tools are available for commercial teams on SHOWPAD, through relevant channels, with the right version and under a clear hierarchy.
- Collaborate with Global Commercial Capabilities and Performance to leverage the use of Sales enablement platforms (CRM, CVM) to optimize the material adoption and usage on the field.
- Manage multiple projects and competing priorities. Continuously improve processes in training development to ensure efficiency.
- Provide insights into training effectiveness and sales capabilities by analyzing learning metrics; interviewing and surveying sales and sales leadership; and through assessments.
Studies and Experience: .
- Bachlors degree in science or related field, Masters preferred (MBA)
- 5 to 10 years of experience in Marketing or Sales preferred
Skills and Qualifications: - Strong understanding of the value of bioMerieux products & solutions
- Business mindset and understanding of customers needs
- Experience in the Clinical Microbiology Diagnostics Field
- Good communication skills
- Ability to work with cross-cultural teams
- Ability to be flexible to adapt to dfferent product lines and region/local needs with a critical mind-set to align with company objectives
- Training experience is a plus
- Background in science highly preferred
Up to 25% travel domestic and internationally Job ID: 36765