The Sales Learning & Development Trainer located remotely, collaborates with Sales, Marketing and Medical to train and develop both new and current sales members including, but not limited to Territory Managers, Inside Sales Specialists, Regional Access Managers, and Regional Sales Managers on a variety of topics including, but not limited to disease-state/therapeutic area, product portfolio, selling skills, competitive landscape, business planning and acumen, account-based selling strategies and tactics, sales messaging and effective use of sales support tools.

The Sales Learning & Development Trainer spends 10% of their time conducting virtual and field ride-alongs to coach and develop sales members. The remaining time will be spent on new hire training activities and ongoing training initiatives. The Sales L&D trainer will be asked to travel to the corporate office for relevant in-person interactions/meetings where collaborative work will be essential. This person will also be asked to travel for field-based activities such as sales meetings where training support is needed.

This person will work closely with the Senior Manager Healthcare Excellence and other Sales Learning & Development Trainers to enhance the business acumen, business planning skills and tools of the sales force. They will also need to work collaboratively and cross-functionally with members of the sales, marketing, medical, legal and HR teams to drive brand initiatives and strategies by category, aligned with company-wide objectives. In addition to owning a specific category/categories, the Sales L&D Trainer will also own a sales functional competency that will be relevant for the entire sales organization.

Key Responsibilities:

1. Learning & development (L&D) of the sales force
a. Perform needs assessment, in conjunction with sales management, to define learning objectives, design, develop and deliver learning solutions for new and existing members of the sales force
b. Deliver and facilitate learning and coaching through different mediums (instructor-led, field-based, self-study and eLearning) to meet adult learning needs
c. Initiate and support on-boarding of new Territory Managers by developing and continually updating a tailored on-boarding program in collaboration with Sales, Marketing, Medical & Scientific Affairs and HR
d. Develop methods and procedures for evaluation, measurement and reporting to ensure effectiveness and success of training programs
e. Work with Senior Manager Healthcare Excellence and cross-functional teams to develop National Sales Meeting objectives, agenda, content when applicable and outcomes of the meeting. Measure NSM effectiveness through surveys and other means where applicable.

2. Coaching and skill enhancement of the sales force
a. Work with manager to develop individual coaching plan for each sales new hire (annual plan, based on identified gaps in the Individual Development Plan (IDP), personal development objectives and company initiatives (e.g. Commitment Spiral, Territory Business Planning)
b. Individual sales coaching of sales members, based on coaching plan & monitoring of development
c. Conduct field ride-alongs (virtual or in-person) with sales members when needed
d. Deliver field ride along feedback to direct manager
e. Collaborate with sales managers to maximize learning and development of sales members
f. Participate in management development courses for the Regional Access Managers, Sales Managers and National Accounts Managers

3. Assess and search for the best tools and mechanisms for evaluation and development
a. Support individual training needs of all sales members in collaboration with direct managers
b. Identify CBU-wide training needs (partner with HR and Sales Management to support annual assessment of sales force competencies thru an enhanced field activity report)
c. Collaborate with global colleagues to share best practices and leverage existing proven sales training and development processes

4. Cross-functional responsibilities:
a. Act as point of contact for Marketing to ensure that marketing messages are aligned with Nutricia's sales technique (currently Commitment Spiral).
b. Act as point of contact for Medical Affairs to ensure that product training interlinks with Nutricia's sales technique (currently Commitment Spiral).
c. Act as point of contact for HR and Sales Management to align sales force development with company-wide development programs (leadership development, management development)

5. Miscellaneous Duties
a. Work with Senior Manager Healthcare Excellence and VP of Sales to assist in attainment of broader objectives
b. Support WISE activities in the sales organization
c. Other duties as assigned

Knowledge, skills and abilities:
* Complex working environment, focus on individuals and business requirement needs to be balanced
* Strong cross-functional work, links with different departments to ensure aligned messaging and highest possible effectiveness
* High proficiency with Microsoft Office products, including Word, Excel, PowerPoint, Adobe Pro, video-editing software
* Desired interest to adapt and acquire new technical skills.
* Detail oriented
* Strong ability to influence others and lead without authority
* Skillfully coaches sales managers (using global models when applicable and display basic coaching skills of attending, listening & questioning)
* Strong understanding of the sales process and business acumen
* Mastery of presentation and platform skills
* Ability to analyze staff development and training needs and able to create programs to support those needs in collaboration with Sales Management and cross-functional colleagues
* High level of interpersonal skills to handle sensitive and confidential situations and documentation (e.g. coaching reports, evaluations, tests scores and action plans)
* Active listening skills. Able to listen to managers and employees and discern data of value and concern to the organization.
* Leadership and influencing skills. Can positively cultivate and influence relationships with managers and employees through the Company.
* Effective organization and time management capabilities. An individual adept at managing multiple initiatives and able to set priorities, and efficiently perform responsibilities. Able to manage competing demands.
* Collaborative business style. Able to work with team members and cross-functionally in own responsibility scope as well as toward corporate objectives and initiatives, in particular Sales, Marketing and Medical teams.
* Sound judgment and recommendations. Possesses well-developed thought processes and ability to support decisions.
* Creative thinker. Able to suggest innovative solutions to everyday problems.
* Passion for personal & professional growth and development - for oneself and others
* Individual with high emotional intelligence (empathy, self-awareness, self-regulation)
* Results-oriented self-starter with a 'can do' attitude
* Proactive solution seeker & quick learner with a passion for innovation and excellence
* Turns learnings into actions. Embraces problems as an opportunity versus avoiding them.
* Ability to adapt existing resources to meet the needs of assigned categories as well as expanding
* Own individual responsibilities; however, work cohesively with sales L&D team on shared projects and initiatives
* Works closely with medical, legal/regulatory and compliance to ensure training material is approved for internal use and that salesforce is appropriately trained as such.

Nutricia Advanced Medical Nutrition is focused on pioneering and delivering specialized nutritional solutions and Best Care for medical professionals and their patients, helping people live healthier and longer lives. Nutricia North America was established in 1983 and is headquartered in Rockville, MD. We seek to provide solutions and services wherever nutritional intervention can be shown to improve clinical outcomes. In partnership with doctors, healthcare professionals and caregivers, we work to make a real difference in people's lives by speeding recovery and encouraging independence. Our ambition is to deliver only proven benefits through nutrition, as an integral part of disease management. Consisting of a wide variety of FDA and Health Canada regulated nutrition products, we are especially active in the management of inherited metabolic diseases, severe pediatric allergic and gastrointestinal disorders, pediatric epilepsy, and long term and critical care for seniors. Please join us in nourishing lives & inspiring a healthier world through food! Learn more @

Nutricia North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, genetic characteristic or any other unlawful criterion.
http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf
https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

The base compensation range for this position is $95,000-$106,000. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.