Manager, Sales Training

Location: Pittsburgh, PA, United States of America

Cardiac Management Solutions

At ZOLL, we're passionate about improving patient outcomes and helping save lives.

We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.

The Cardiac Management Solutions division of ZOLL Medical Corporation develops products to protect and manage cardiac patients, including the LifeVest® wearable cardioverter defibrillator (WCD), the ZOLL cardiac monitor, and associated technologies.

Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. To date, the LifeVest WCD has been worn by hundreds of thousands of patients and saved thousands of lives.

ZOLL has been Pittsburgh's Manufacturer of the Year, one of Western PA's Healthiest Employers, and even one of Pittsburgh's Coolest Offices. But it's our unique opportunity to impact people's lives that makes ZOLL the ideal place to build your career.

Job Summary

The Manager of Sales Training for the Cardiac Management Solutions (CMS) division of ZOLL is a managerial position providing oversight to the in-house training team with respect to day to day expectations. This role is responsible for coordinating and implementing the sales training strategy to include appropriate content to meet the business goals for new hire training of field sales personnel and to enhance the overall business unit's effectiveness. As an integral part of the CMS training the Manager of Sales Training will work in partnership with the field sales team to assess coaching and training needs from gaps identified and to ensure optimal field communication and skill development for all sales team members. The manager will also collaborate with the Field Sales Training Specialists and the Sales Training Leadership Manager to support the creation and delivery of leadership development programs which may involve partnerships with teammates from cross organizational business units, sales ops and marketing. Role will include occasional facilitation for TM training classes along with responsibilities for creation, implementation and review of training materials, and interactions with sales and support personnel. In addition, will support the overall training needs and initiatives of the Sales Department. This position will report to the Director, Sales Training and Development.

Essential Functions
  • Manage a team of trainers that create and deliver sales training programs that support an effective and motivated sales force
  • Partner with senior sales managers to assess training needs and develop programs focused on product knowledge and effective sales techniques and that will enable the sales team to maximize revenue potential
  • Monitor and analyzes sales team performance to evaluate the effectiveness of training and design follow up or ongoing programs as needed.
  • Demonstrate a strong knowledge and understanding of the organization’s products, services, customers, competitors, sales processes, and marketing plans of action
  • Ensure that project/department milestones /goals are met and adheres to approved budgets
  • Assist in the development, coordination and implementation of training and development strategies to meet the goals of the ZOLL CMS business unit.
  • Align training initiatives with business strategies, including but not limited to, the delivery of a strategic sales training program that ensures skill mastery for sales and clinical sales representatives to meet selling, product and clinical competencies.
  • Coordinate and facilitate training programs with a focus on strategic consultative selling skills, gap model selling, product competency and commercial management.
  • Assist in development and delivery of sales and product training curriculum for all field based sales roles including territory managers, Associate Territory Manager, Regional Sales Managers (RSMs) Area Directors, including sales enablement technologies, e-learning tools, and hand-outs.
  • Assist in coordination and management of the Territory Manager Field Sales Trainers (FSTs) as it pertains to their support of the commercial teams training efforts to include new hire training.
  • Determine training requirements by analyzing sales and marketing strategic plans, current sales results; conferring with sales leadership, reviewing results of trainer coaching; evaluating trainer effectiveness.
  • Assist in the development and implementation of metrics to assess and drive improvement for all training programs in addition to administration of assessments to evaluate student knowledge and performance.
  • Assist in the development and launching of new product training programs, develop market strategy, continuous development of sales training curriculum and marketing materials used by sales reps.
  • Develop and present or facilitate advanced product and sales training
  • Research and review medical articles and studies, general sales training materials and market information to evaluate the suitability and update training programs.
  • Stay current with medical procedures and trends to implement the latest market and clinical trends into the training and development programs.
  • Collaborate with Marketing, various support teams, to ensure messaging and training materials are consistent with corporate directives
  • Responsible for oversight of management and logistics of in-house new-hire training, monitoring training programs and materials to ensure that they are effective and updated as indicated, modifying and creating new training programs and materials as indicated to meet specific training needs
  • Work on special projects to create and disseminate Best Practices as indicated
  • Collaborate with other departments to develop and implement initiatives and process improvements
  • Determine training needs and requirements for an organization or group by meeting with managers, talking with employees, and administering surveys to assess and address learning issues, gaps, or educational needs regarding specific employees or departments
  • Manage costs and stays within budget for all programs, productions, and publications in order to report to organization executives regarding a return on investment
  • Seek out new educational and training techniques and methods; gamification, principles of adult learning, etc
  • Assess direct report’s talents, performance and productivity and prepare written evaluations and performance reviews with coaching for improvement
  • Research new training materials and supplies that might enhance our training procedures and provide value to our employees
  • Identify current and future training needs and create curriculum to facilitate that training
  • Submit quarterly reports on activities and accomplishments.
  • Ability to communicate effectively at all levels within the organization.
  • Prioritize assignments while working on various projects simultaneously.
  • Promote TM Best Practices
  • Work with all members of the training team both corporate and field based to align and coordinate training and coaching
  • Attend regional/area meetings as applicable, and contribute to providing structure and consistency to those meetings across the country
  • Assist with developing and implementing of coaching strategies for Territory Managers
  • Assess need for additional strategies to facilitate pull through of POA, marketing messaging, sales strategy, and implementation, F/U, and accountability; and develop those strategies
  • Field work to include field visits as indicated to TMs within their territories to stay in tune with field needs, stay abreast of field initiatives and current issues in field as they relate to training, provide field sales coaching as indicated on working visits

Required/Preferred Education and Experience
  • Bachelor's Degree
  • At least 3 years of successful sales history in a life sciences role
  • At least 3 years experience in a sales training role and coaching/training sales reps
  • 1-3 years supervisory experience
  • Self-directed and able to work independently while handling multiple projects concurrently in a fast-paced, high-growth environment
  • Strong public speaking and facilitation skills
  • Excellent communication both written and verbal
  • Ability to handle difficult conversations/situations while maintaining focus on customer experience
  • Strong clinical acumen
  • Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy and physiology, etc. a plus.
  • Skilled in influencing and driving change within cross-functional teams
  • Ability to communicate and/or interact with different specialties within a hospital
  • Familiarity with principles of adult learning, various sales models (Miller-Heiman, Consultative sales process, etc.)

Knowledge, Skills and Abilities
  • Proficiency with editing and creating Word documents containing graphics, manage spreadsheets, prepare presentations, send and receive e-mail, obtain information from the internet, etc. Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
  • Organized and detail-oriented
  • Ability to work in a fast paced, multi-task environment is required
  • Hands on; good with people; effective working and communication skills

Travel Requirements
  • Must be able to travel 30% of the time.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
  • Standing - Occasionally
  • Walking - Occasionally
  • Sitting - Constantly
  • Talking - Occasionally
  • Hearing - Occasionally
  • Repetitive Motions - Frequently

ZOLL is a fast-growing company that operates in more than 140 countries around the world. Our employees are inspired by a commitment to make a difference in patients' lives, and our culture values innovation, self-motivation and an entrepreneurial spirit. Join us in our efforts to improve outcomes for underserved patients suffering from critical cardiopulmonary conditions and help save more lives.