The Immunology Training Director is a critical role that translates franchise and brand strategies into an annual training plan designed to meet the patient and financial goals of the Immunology brands. The annual training plan supports the clinical, selling, and business acumen of Immunology sales leaders and individual contributors. The Franchise Training Director takes an active role in the development of direct, and indirect reports to ensure proper preparation for future positions of increased responsibility.
Main Areas of Responsibilities
Aligns with Marketing, Sales Leadership, and other internal business partners to plan, develop, and direct the execution of all training programs, for the sales organization. Develops and coordinates all training programs to prepare the field sales organization to meet the changing needs of the marketplace, our customers, and the corporation. Also, is responsible for executing, in conjunction with internal teams and external vendors, companywide training and development programs.
Spends sufficient field time with customers, managers, and representatives to evaluate current training, meeting and communication results and gain insight into how to adjust accordingly.
Schedules, plans, and directs all field sales training classes and oversees agendas to ensure short- and long-term objectives of brand strategies are met. This includes all levels of field sales training from entry level to advanced sales training, for Sales Representatives, Account Executives, District Managers, and Regional Directors.
Identifies opportunities and responds to requests for additional training needs within the organization.
Leads team and individual development programs for direct, and indirect reports. The intent is to ensure proper preparation for future positions of increased responsibility. Anticipates the short and long-term training staffing needs to support the Immunology Franchise. Makes recommendations for staffing, deployment, and succession planning for the Immunology training teams.
Partners appropriately with the enterprise training department to advance capabilities, and improve support of the Immunology Franchise
Essential Skills and Abilities
Excellent communication skills, oral and written. The ability to present to various levels and sizes of groups within and outside the organization.
Proven managerial skills and the ability to work effectively with and through others .
Well-developed planning and project management skills.
Strong analytical skills and a good working knowledge of sales and marketing plans and controls as well as solid computer skills.
Operates as part of the team, not only as its leader. Takes on tasks as appropriate but doesn't fall into the behavior of the Pace Setting leadership behavior. Inclusive, self-aware, and appropriately humble.
Effective listener who anticipates challenges, probes to further understand the 'why', and proactively provides solutions which drive business results. Anticipates what will happen with the market or organization and prepares accordingly.
Exceptional ability to make decisions, especially ones which may be unpopular, for the betterment of the broader enterprise. Resilience and comfortable in ability to say 'No' and appropriately push back (not afraid to disappoint some for the greater good of AbbVie).
Trusted advisor to leadership stakeholders with a seat at the table for key business decisions. Seen as a leader who provides key business insights beyond core therapeutic area or area of expertise.
Agent of change and advocate of innovation. Entrepreneurship mentality beyond own function/department.
Bachelor's degree required.
8+ years: sales, sales training, and leadership experience, or equivalent
Leadership of large field-based teams or leadership of experienced in-house teams
Experience navigating a headquarters environment
Proven experience in identifying training needs and effectively addressing those needs.
Demonstrated motivational presence and effectiveness in front of large audiences
First-hand knowledge and experience with successful application of selling skills
Managed different products or business areas, especially being exposed to expansions or launches
Communicates effectively and professionally with senior leadership and matrixed teams
Recent, relevant experience in the Biopharmaceutical space and knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g., CFR 210/211, cGMP) specifically, Operating Guidelines, PhRMA Guidelines
Training experience at the leadership level (i.e., leading teams of experienced trainers)