EndereçoWho we want:
• Hard-working winners. Confident, competitive and results-oriented professionals who create a track record of success.
• Dedicated achievers. People who thrive in a fast-paced environment and will stop at nothing to ensure a project is complete and meets regulations and expectations.
• Effective communicators. People who can interpret information clearly and accurately to concisely communicate results and recommendations to stakeholders.
• Collaborative partners. People who build and leverage cross-functional relationships to bring together ideas, information, use cases, and industry analyses to develop best practices.
What you will do:
The Job's Mission
This role will report directly to the sr. Business Enablement Solutions Latin America. The key responsibility of the solutions will be to increase sales force effectiveness through commercial skills training and direct field coaching. High collaboration will be required across the team, the franchises, local HR and Talent Management, Regional Sales Managers and regional Medical Education Managers. This person should show through their career a true passion for people development, together with outstanding results in (medical device) sales.
Key Activities & Accountabilities
- Engage with stakeholders in the Franchises to understand the key strategies and long term organisational vision.
- Plan, execute and deliver the RAISE course content (Research, Analyse, Insight, Solution, Execution – Training program developed at Stryker in Europe, to be rolled out to LATAM)
- Field coaching with Sales Reps based on RAISE content (and /or additional content, either idealized in other regions or developed locally to address specific regional needs)
- Education Budget management.
- Development of aligned and consistent offerings across franchises based on fieldwork interviews with sales stakeholders
- Field coaching with Reps and Managers (nominated on a project basis).
- Design and deliver the 5 year Sales Training strategy that aligns with the franchise(s) strategy. This will include face to face training, field coaching and e-learning solutions.
- Champion a culture of adult learning that can be tracked and reported.
- Collect, organize, develop, and disseminate organizational knowledge in support of business goals that is stored for easy access by the Sales Force.
- Partner with Sales Managers and Educators in the development plan of the sales representative. Identify common skills gaps to build into the overall skills offering.
- Build salesforce selling capability through enabling skills training (RAISE selling skills, negotiation, presentation, Train the Trainer) and measure the impact.
- Observe and document skill levels and competencies (monitor participant progress during training, administer assessments). Provide constructive feedback to the Regional Sales Manager and ensure that training records are maintained.
- Develop themselves as a subject matter expert in the area of selling skills, to be able to build and deliver the most up to date interventions.
- Maintain a strong understanding of local market forces and ensure that the training interventions keep pace.
- Build a community of skills specialists (Academy Masters) within the locality that can contribute to course delivery.
- Collaborate with transatlantic Sales Training colleagues to share best practice and develop common solutions.
- Provide facilitator guides, templates, checklists and materials for streamlining and process optimization.
- Co-work with IT to become expert in existing training systems and tools, identify opportunities for training systems and tools development
What you need:
Education
- Professional training in a medical, scientific or technical career, OR degree in sciences, economics or similar.
- Fluency in English, Portuguese and Spanish.
Experience
- Proven success in sales, preferably in the area of capital sales and/or the medical device industry.
- Demonstrable knowledge and delivery of training fundamentals and adult learning theory.
- Sales management experience
- Strong commercial/financial acumen
- Proven experience with collaboration; strong cross-functional influencing skills & teamwork.
- Strong evidence of ability to coach
- Local Healthcare knowledge is an advantage.
- Experience with Train the Trainer courses or Professional Selling Courses
Competencies
Travel will be expected across Latin America and eventually to other regions. Hours will be varied and flexible according to demands and deadlines, 40-50% travel will be required to achieve business objectives.
- Performance Driven, Results Orientated.
- Strategic and Conceptual Thinker.
- Strong Communication, Selling, Interpersonal and Listening Skills.
- Ability to support and develop employees cooperatively.
- Disciplined and Focused.
- Strong sense of Responsibility.
- Decisive and Assertive.
- Team Player.
- Strong Ethics and Integrity.
- Passionate about Adult Learning.
