Head of US Commercial Sales Training & Development - AA

AbbVie Inc.; Lake Forest (CA); On-site; USD 180,000 - 230,000; Full time

Benefits offered by this job

Health insurance

401(k)

Paid time off

Job summary

AbbVie, Allergan Aesthetics is seeking a Sales Training and Management Development leader to onboard and grow a national sales organization. You will craft and deliver training across facial aesthetics, body contouring and related products, aligning with brand marketing and national events.

A deep background in medical sales training and leadership is essential. Responsibilities include strategic development of training curricula, leadership development, and collaboration with cross-functional

Qualifications

• 15+ years of related experience in Aesthetics or Pharmaceutical/Medical Device sales leadership.

Responsibilities

• Own onboarding and development of Allergan Aesthetics Sales Organization in the US.
• Lead development programs for portfolio sales representatives and management.
• Partner with Brand Marketing and US Meetings to design and execute sales meetings.
• Develop SOPs and manage training programs across divisions and products.
• Lead department development plan, talent planning and budget alignment.

Skills

Sales leadership

Training development

Adult learning

Cross-functional

Public speaking

Strategic planning

Education

Bachelor's degree

MBA preferred

Job description

About Allergan Aesthetics

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

The leader of Allergan Aesthetics Sales Training and Management Development is responsible for effectively onboarding and developing the AA sales organization, onboarding and in-role development. This includes the development of the AA portfolio sales representatives, management development program and development of people leaders within the US commercial organization. To ensure alignment with the strategic objectives of AA, this leader is responsible for the strategic execution of sales and marketing initiatives through training, development and national meetings for the Facial Aesthetics and Inside Sales (Facial, SkinMedica, PRM and Body Contouring) divisions. Ensuring training and development is designed leveraging adult learning principles, planned, developed, MLRC approved and directed in order to meet short- and long-range goals for representatives and managers in an increasingly complex environment for medical device and pharmaceuticals in the Aesthetic sales B2B/HCP market. Focus is on ensuring the current and future training and development needs of the Allergan Aesthetics portfolio sales teams are met covering clinical technique across multiple medical devices/pharmaceutical products and procedures, clinical training across multiple product lines, Alle platform, Business Development, Patient Engagement, AMI Customer Clinical Training programs and Customer Business Programs (APC and ADC Consulting Services), Business Development and strategic resource deployment. Is responsible for cross-functional partnership and alignment with the Brand Marketing and US Meetings team to strategize, develop workshops and execute all sales meetings (Manager Meetings, National Sales Meeting, and Launch Meetings as needed) to prepare sales team to execute on key objectives to achieve sales performance objectives. Manages the Portfolio content training throughout the new hire curriculum of Foundations, Competitive Boot Camp, Business Development and Advanced Business Development for all of the divisions in Allergan Aesthetics. Ensures unique curriculum development to develop the skills and capabilities needed to achieve business unit specific objectives and responsibilities.

• 60%- Plans, develops and directs the execution of all training and development programs for the US Aesthetics Sales Teams, including the onboarding of new sales representatives, development training for existing sales representatives and management and leadership development training programs to develop a pipeline of future people managers.
• 20%- In conjunction with Brand Marketing and Sales Leadership, the sales training leader will focus the objectives, agenda and workshops to conduct effective Allergan Aesthetics Sales Meetings (MM, NSM, Product Launches) and Inside Sales Team Meetings (Austin Onsite). These meetings will be supported with strong pull through plans across the sales management and field training teams to ensure pull through and accountability of the skills developed at the meetings.
• 10%- Develops SOPs within the department to measure and maintain standards for training, communications and meetings. Coordinates National FST and IST programs including annual FST/IST Development Meeting, FST/IST Onboarding, FST/IST Development, FST/IST mentorship in training courses and working with the FSTs in their career development including key projects and preceptorships like the Sales Training Preceptorship Program (STPP).
• 10%- Effectively lead the development of the Sales Training Department development plan, talent planning and strategic use of budget to meet the development needs of the sales force.

KEY INTERFACES

• Frequent contact with all levels of management and corporate personnel to include: Sr. Vice Presidents, Vice Presidents, Associate Vice Presidents, Heads of Sales, Area Sales Directors, District Sales Managers, Facial Aesthetics Sales Representatives, Inside Sales Representatives, Marketing Directors, Product Managers, Human Resources, R&D, and Sales and Marketing Managers from other divisions.
• Additional contacts with VIP customers which include HCP course faculty.
• Main point of contact for outside vendors related to training and meeting engagement technology.

Bachelors degree, (MBA preferred)

• A thorough knowledge of Clinical and Business Development in the Aesthetics industry including strong knowledge of practitioners, retail and sales and marketing practices. This level of knowledge would normally require a minimum 15+ years of related experience (sales and/or sales leadership, training and marketing) in the Aesthetics and or Pharmaceutical/Medical Device market.
• Expertise in both Medical Device and Pharmaceutical sales and clear understanding of Avamed and Pharma guidelines.
• Clear understanding of navigating and Aesthetics business and experience rolling out programs involving point of sales, patient consultation, patient recruitment and patient rewards programs and a minimum of 4 to 6 years of executing these programs.
• Minimum of 15+ years of combined field sales experience and sales management experience in Aesthetics or Medical Device
• Minimum of 8+ years of sales training, business training and/or training leadership experience in Aesthetics or Pharmaceutical/Medical Device
• Minimum of 5+ years leading leaders of teams to achieve training, sales or marketing objectives.
• Marketing Experience in Aesthetics, Medical Device or Pharmaceuticals is preferred but not required

Essential Skills and Abilities

• Ability to develop a vision, mission and purpose with a cross functional team to achieve results across multiple objectives and workstreams.
• Excellent cross-functional partnership skills and ability to work effectively to drive alignment in a matrix organization.
• Strong leadership skills to direct the effective development of entry level to Sr. level skills across the sales organization.
• Excellent communication skills, oral and written at a senior leadership level. The ability to present to various levels and sizes of groups within and outside of the organization.
• Proven managerial skills and the ability to work effectively with and through others especially under project and meeting deadlines.
• Strong to exceptional planning and project management skills.
• Strong analytical skills and a good working knowledge of sales and marketing plans and controls as well as solid computer skills.

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law:

The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.

We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.

This job is eligible to participate in our long-term incentive programs.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law.

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.

US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more: https://www.abbvie.com/join-us/reasonable-accommodations.html