Nestle Nutrition Associate Director, Sales Training and Medical Field Force Effectiveness in Arlington, Virginia
Gerber Products Company dba Nestle Infant Nutrition is seeking an Associate Director, Medical Sales Field Force Effectiveness and Engagement to join its team. This role leads the annual and short-term training calendar planning, development and application of the Medical Sales Field Force Effectiveness and Engagement (MFEE) training skills for the Gerber Medical Sales Force. Ensures continuous improvement of the performance results tied to KPIs of the Gerber Medical Sales team - a key pillar in our plans to establish a long-term sustainable Infant Formula business in the market.
*PLEASE NOTE: The selected individual will be required to travel between the Arlington, VA area to the Florham Park, NJ office 75% of the time through Q1 2019.*
PLAN OF ACTION (POA) BI-ANNUAL, MONTHLY MOTIVATING MONDAY SKILLS TRAINING MEETINGS, LUPA Skills Application
Accountable to develop and deliver content for all Plan of Action meetings (Fast Start, Finish Strong, Train the Trainer, National); monthly Motivating Monday training; and Call Record Management (Veeva) CRM Systems Enhancements to support the achievement of business objectives.
FIRST LINE MANAGER TRAINING
Develop and deliver First Line Manager training content to support the achievement of business objectives aligned with LUPA Pillar 1:
i. New Manager On-Boarding Program (Utilizing the MFF Functional Competencies of the FLM and in collaboration with the MSLB)
ii. Everyday Coaching
iii. Situational Leadership II
iv. Crucial Accountability and Crucial Conversations
v. Emotional Intelligence
vi. NCE Leadership Development Pillar and All People Manager Components
vii. US PhRMA Code Guidelines
NEW MEDICAL DELEGATE TRAINING
Develop and deliver Medical Delegate training content to support the achievement of business objectives aligned with LUPA Pillar 1:
i. STEPs Remote 4 Week Intensive On-Boarding: In person First Line Manager Training (Territory Planning, Territory Management, Target Hospitals), Execution for Results; SME Led Training Teleconference Calls (Allergy Bofy of Evidence, Colic Body of Evidence, Gerber Baby Food and Infant Formula Products), CRM Training.
ii. STEPs Week 1 Live Application : Postnatal Touchpoint Pediatrician Office Strategy, Functional Knowledge, Effective Engagement Skills Certification, live application workshop and skills assessment
iii. STEPs Week 2 Live Application: Hospital Touchpoint Sales Strategy, Functional Knowledge, Advanced Engagement Skills, Engaging with Clinical Data Certification, SIE Certification, live application and assessment
iv. Assessment and Certification of Medical Delegates completing STEPs
NATIONAL ACCOUNT MANAGER TRAINING
Develop and deliver National Account Manager training content to support the achievement of business objectives aligned with the National Account Strategy:
i. On-Boarding Training (Products, Systems)
ii. Contracts, Master Data, National Accounts Supply Chain and Gerber Medical Sales Field Force Decision Rights
iii. Strategic Institution Engagement and C-Suite Selling Skills
TALENT & CULTURE DEVELOPMENT
Delivers leadership and technical skills development of direct reports (coaching, feedback, functional training, recognition and rewards).
Creates effective job succession planning and developmental readiness.
Develops and models a collaborative approach with cross-functional stakeholders ensuring speed & effectiveness in decision making.
Manages and oversees activities of assigned team (team resources and project management to meet deadlines and budget)
BA or BS required, MS and/or MBA a plus.
5 or more years of pharmaceutical or nutritional operations, marketing, and/or retail sales.
1 to 3 years management experience. Prior experience in pharmaceutical or nutritional field sales or training a must. Previous roles leading managers and multifunctional projects.
Experience in coaching and leadership development of members of team and throughout the organization.
Strong business acumen, leadership and presentation skills.
High People, Change, Results agility. Collaborative and customer centric attitude
Direct experience in and/or collaboration with Medical Sales Leadership Team, Medical Sales Training & Development, Medical Marketing, Medical Scientific and Regulatory, Legal, Brand Marketing, and Business Operations.
The Nestl Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.
Category: Nestle Nutrition, Sales, Entry Level