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Akebia Therapeutics · 1 day ago

Associate Director, Commercial Training & Field Effectiveness

Cambridge, MA

Full-time

Onsite

Lead/Staff, Director/Executive

$171K/yr - $212K/yr

8+ years exp

Akebia Therapeutics is dedicated to improving the lives of individuals impacted by Chronic Kidney Disease. The Associate Director of Field Engagement and Effectiveness will be responsible for developing and delivering training programs for customer-facing roles, while also gathering insights to enhance field effectiveness and collaborating across multiple departments.

BiotechnologyHealth CareTherapeutics

Comp. & Benefits

Responsibilities

Aligning to Akebia’s annual strategy for sales and marketing focus

Develop a sales training curriculum that motivates customer-facing personnel to achieve their goals and align with the strategy

Establish a collaborative, clinical, sales focused learning environment with core principles of adult learning

Optimize curriculum that allows ongoing education for customer-facing teams to ensure consistency in disease state and product knowledge. (product/non-product training modules)

Lead and coordinate new hire onboarding and training programs for customer-facing teams

Collaborate with Subject Matter Experts (SMEs) to create the appropriate learning content for the respective customer-facing role

Direct Field Trainers who will be peer-to-peer trainers with their colleagues within the sales team

Liaise with home office/field management about the development and delivery of training material

Document and maintain proper records of training initiatives

Collaborate with the administration of the Promotional, Medical, Legal, & Regulatory (PRC) process to identify the training requirements and the delivery of material for use

Support efforts in Company meeting planning and execution, including agenda creation, workshop development, and delivery as well as overall meeting facilitation for POAs & NSMs

Manage vendors and partners to produce meaningful curriculum within established scope and timeframes

Perform additional responsibilities and participate in special projects as assigned

Work with Sales Leadership Team to review team effectiveness with the aim of identifying performance gaps and create sales tactics and/or training programs to address them

Interpret sales data and KAM call information to develop appropriate training reinforcement and development plans

Perform ride along with KAMs to provide feedback on promotional effectiveness, customer engagement and territory management

Develop and implement KAM feedback tool to provide written feedback to KAMs to highlight performance attributes affecting promotional success

Develop and manage feedback from sales organization on key initiatives

Manage Learning Management System (Akebia Learning) partnering closely with Compliance, Commercial and Human Resources

Participate in the implementation/deployment of technologies (Veeva CRM, Sales portal) to be used by the field force to increase efficiency, and effectiveness and determine the best way to train the team

Qualification

Sales training developmentCommercial operations experienceLearning Management SystemsSales reporting toolsMicrosoft Office SuiteField sales experienceInterpersonal skillsPresentation skillsFacilitation skillsProject management

Required

Bachelor's degree required

8+ years' experience in a commercial role within a pharma or biotech company and at least 5 years in a sales/product training-focused role

Previous Experience in building a sales training continuum for a life science company

Proficient in Microsoft Office Suite, including PowerPoint, Excel, and Word

Proficient in sales reporting and analytics tools (e.g., Tableau), as well as CRM and Learning Management Systems (LMS)

Demonstrated experience with best-in-class means of training delivery including eLearning, self-study, assessment, audio/video, classroom, and experiential learning to ensure the sales force is trained and can deliver the attributes of our products

Strong interpersonal, presentation and facilitation skills required

Demonstrated success in managing numerous projects simultaneously

Ability to challenge the thinking of an established customer facing team

Requires 15-35% travel