The Sales Development Manager (SDM) is responsible for developing, implementing and managing comprehensive, integrated sales communication strategies in support of corporate and divisional mission, vision, strategy, goals, projects and key initiatives with a focus on maximizing sales force productivity.
The Sales Development Manager (SDM) is responsible for ensuring the effective integration of KCI sales strategies and initiatives into new and existing employee training programs. The SDM will be responsible for providing constructive performance coaching and feedback to new and existing field sales professionals, and provide written performance evaluations to field sales management. The SDM will develop and directly facilitate focused training modules that include and are not limited to: effective selling skills, customer relationship management (CRM), disease state, product familiarity and functionality, product supporting clinical literature, competitive therapies, and customer types.
Major Responsibilities and Duties:
Assist in the design and development, and have ownership of facilitating training programs for new and existing sales team members, to include: corporate sales training programs, field-based sales training programs and online learning programs.
Develop an understanding of key business drivers and how to efficiently translate into effective training programs that develop selling skills across the KCI U.S, Canada and Latin America sales organizations.
Develop an understanding of channel focused best practices and how to effectively integrate them into sales training programs to increase the productivity of field sales roles (TMV, TSV, TCV, DCS, and ATR).
Leverage a functional understanding of KCI products and programs to deliver best in class clinical and product training for new and existing field sales professionals.
Continually develop a functional understanding of competitive therapies, to facilitate a thorough understanding of KCIs product advantages and differentiating factors for new and existing field sales professionals.
Coordinate all activities related to the planning, development and delivery of sales training including but not limited to: training agendas, content management and updates, supporting business partner and training advisors scheduling, external customer support, and required training materials in support of the U.S, Canada and Latin America sales organizations.
Implement training schedule, for new hire programs and sales training initiatives, which support the timely on-boarding and development of KCIs sales organizations (U.S., Canada & Latin America).
Provide effective performance coaching and feedback to new and existing sales professionals during training and provide verbal and written evaluations to field management post-training.
Leverage data collected by training program participant surveys and sales organization performance metrics, assess the effectiveness of training programs and make recommended improvements and enhancements when required.
Deliver formal and informal presentations to new and existing sales professionals, sales management and internal departments through new hire, online learning, and national conference platforms.
Managing project budgets, resources, and vendors as appropriate.
Other duties as assigned.
Bachelor Degree in Business or related field.
Minimum 6 years business professional experience, of which 3 should be successful sales experience in the medical device or related industry.
Experience with Customer Relationship Management software (Salesforce.com).
Experience with MS Office software (Excel, PowerPoint, Word, Outlook).
Experience with Apple products (iPhone, iPad).
Demonstrated ability to understand and effectively articulate clinical information and economical advantages in support of KCIs current product portfolio.
Ability to understand business strategy and key drivers for KCIs customer and channel targets and translate into effective training programs.
Demonstrated ability to provide constructive performance coaching and feedback
Demonstrated interpersonal skills.
Demonstrated presentation and facilitation skills (large and small group).
Demonstrated written and verbal communication skills.
Ability to excel in a high-performing team environment.
Demonstrated project management skills.
Understanding of process improvement concepts and principles.
Ability to balance short term goals with a strategic vision.
Demonstrate creativity and resourcefulness.
Demonstrated ability to coach the development of emotional awareness for new sales professionals.
One year of Sales Training experience in the medical device, pharmaceutical or other related industry preferred.
Documented ability to manage multiple assigned projects simultaneously.
Understanding and documented implementation of adult learning principles.
Documented successful sales record and/or sales management experience.
U.S., Canada and Latin America Marketing teams (Channel and Product Managers)
Research and Development teams
Medical & Professional Education teams
Inside and Centralized Sales teams
All levels of management
Sales Development Manager