Commercial Excellence Training Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and implement the annual commercial training and capability-building strategy in alignment with revenue goals, product launches, market expansion, strategic account priorities, and organizational requirements.

• Perform training-needs assessments utilizing field feedback, input from sales leaders, CRM and performance data, customer insights, market trends, competency evaluations, and launch-readiness criteria.

• Establish role-based competency models and learning pathways tailored for sales representatives, clinical specialists, sales managers, strategic account personnel, and distributor/channel teams.

• Convert commercial strategy, value propositions, segmentation, account plans, and go-to-market objectives into practical training materials, playbooks, job aids, and reinforcement tools.

• Collaborate with Commercial Excellence leadership to enhance sales-process adoption, territory planning, opportunity management, account prioritization, CRM discipline, and forecast accuracy.

• Design and deliver instructor-led, virtual, blended, self-directed, simulation-based, and field-based training programs.

• Oversee comprehensive onboarding for new commercial hires, encompassing clinical and product education, selling skills, systems training, compliance requirements, competitive positioning, and certification.

• Create and present training focused on consultative selling, value-based selling, discovery, account planning, stakeholder mapping, objection handling, negotiation, territory management, pricing discipline, and opportunity management.

• Develop programs that empower field teams to effectively communicate product features, clinical benefits, economic value, safety information, evidence, and distinct value propositions tailored for each customer segment.

• Produce training materials, facilitator guides, participant workbooks, e-learning modules, assessments, role plays, knowledge checks, certification standards, and field-coaching resources.

• Lead workshops at national sales meetings, regional gatherings, launch events, leadership conferences, and virtual learning sessions.

• Maintain a field presence through ridealongs, coaching observations, participation in regional meetings, and gathering direct feedback from commercial teams.

• Direct commercial-readiness planning for new product launches, indications, line extensions, competitive responses, and significant portfolio updates.

• Collaborate with Product Marketing, Clinical/Medical Affairs, Professional Education, and Regulatory/Legal/Compliance to create accurate, compliant, field-ready launch training.

• Establish launch certification criteria and evaluate field readiness prior to commercialization milestones.

• Ensure that commercial teams are well-versed in appropriate product usage, clinical workflow, customer needs, evidence-based messaging, approved claims, safety information, reimbursement considerations, and competitive differentiation.

• Support launch reinforcement initiatives, including post-launch coaching, refresher training, knowledge assessments, and feedback loops from the field.

• Work alongside frontline sales leaders to foster a consistent coaching culture and enhance manager-led development in the field.

• Provide coaching tools, observation guides, feedback models, and performance-improvement resources for sales managers.

• Conduct field observations to identify performance gaps related to product knowledge, clinical confidence, selling behaviors, account strategy, CRM utilization, and execution of commercial processes.

• Design targeted remediation or advanced-development programs for individuals, teams, and regions based on identified business needs.

• Facilitate the sharing of best practices among high-performing sales representatives, clinical specialists, and sales leaders.

• Develop a training measurement framework to evaluate participation, learner satisfaction, knowledge acquisition, skill demonstration, certification status, manager observation, behavior change, and business impact.

• Create dashboards and regular reports for Sales Leadership using onboarding, certification, competency, pipeline, win-rate, pricing, conversion, quota, adoption, and ROI metrics where applicable.

• Utilize learner feedback, field observations, post-training assessments, CRM data, commercial performance data, and customer insights to perpetually enhance programs.

• Keep current training records, completion documentation, certification data, and version-controlled learning materials up to date.

• Manage external vendors, facilitators, learning platforms, and content-development partners as necessary.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Education, Life Sciences, Health Sciences, or a related field.

• A minimum of five years of progressive experience in medical-device sales, clinical sales, sales training, commercial education, sales enablement, commercial excellence, or a similar role.

• At least two years of experience in designing, facilitating, or managing commercial training programs; equivalent demonstrated experience may be accepted.

• Experience supporting a U.S. field-sales organization in a regulated healthcare, medical-device, diagnostics, biotechnology, or pharmaceutical environment.

• Strong skills in instructional design, including adult-learning principles, learning objectives, assessment design, blended learning, and behavior reinforcement.

• Proven understanding of medical-device commercialization, including clinical selling, healthcare-provider engagement, product-launch readiness, customer adoption, and compliant promotion.

• Experience collaborating cross-functionally with Sales, Marketing, Clinical/Medical Affairs, Clinical Education, Market Access, Commercial Operations, and Compliance.

• Demonstrated ability to facilitate impactful sessions for both new and seasoned commercial professionals.

• Excellent written, verbal, presentation, facilitation, project management, and stakeholder management abilities.

• Proficient in Microsoft PowerPoint, Excel, Word, Teams, and learning management systems.

• Willingness to travel domestically up to 30–50%, including occasional evenings and weekends for meetings, launches, and training events.

• A Master’s degree in Business Administration, Organizational Development, Adult Learning, Health Sciences, or a related discipline is preferred.

• Experience in a clinically complex medical-device segment such as orthopedics, cardiovascular, surgical, neurovascular, diabetes, diagnostics, robotics, wound care, rehabilitation, or prosthetics and orthotics is preferred.

• Familiarity with sales methodologies such as Challenger, Miller Heiman, SPIN, MEDDICC, Solution Selling, Strategic Selling, or similar frameworks is preferred.

• Experience in developing product launch readiness and certification programs is preferred.

• Previous field-sales, clinical-specialist, sales-management, or strategic-account-management experience is preferred.

• Knowledge of reimbursement, coding, coverage, payment, health-economic value messaging, and payer/customer-access considerations is preferred.

• Experience managing vendors, content-production partners, training budgets, or direct reports is preferred.

• Certification in instructional design, facilitation, coaching, project management, or sales methodology is preferred.

• Familiarity with CRM platforms such as Salesforce is preferred.

🏝️ Benefits

• Competitive Compensation Packages

• Medical, Dental, and Vision Benefits

• 401(k) Retirement Plan with employer matching contribution

• Competitive Time Off

• Paid Parental Bonding

• Diverse working environment and welcoming, fun company culture

• Close collaboration and support from colleagues