Integra LifeSciences

Manager, Sales Training

Vacancy ID
2017-24266
US-NJ-Plainsboro
Position Type
Regular Full-Time
Category
Sales

Overview

Integra LifeSciences, a world leader in medical technology, is dedicated to limiting uncertainty for surgeons, so they can concentrate on providing the best patient care. Integra offers innovative solutions in orthopedic extremity surgery, neurosurgery, reconstructive and general surgery, and regenerative wound care.

 

Integra's orthopedic products include devices and implants for foot and ankle, hand and wrist, shoulder and elbow, tendon and peripheral nerve protection and repair. Integra is a leader in neurosurgery, offering a broad portfolio of implants, devices, instruments and systems used in neurosurgery, neuromonitoring, neurotrauma, and related critical care. Integra’s Tissue Technologies is an in-patient and outpatient Regenerative product portfolio, which includes products for wound care, burns, abdominal reconstruction, and plastic & reconstructive surgery.  In the United States, Integra is a leading provider of surgical instruments to hospitals, surgery centers and alternate care sites, including physician and dental offices.


Founded in 1989 Integra is headquartered in Plainsboro, New Jersey and has over 3,300 employees worldwide. Integra's common stock is listed on The NASDAQ Stock Market under the symbol "IART."

Responsibilities

  • On-boarding and e-Learning:
    • Manage e-learning  remote educational system; participate in evaluation, creation, development and implementation of enhanced remote learning platforms to improve and compress learning
    • Partner with Marketing, Customer Service, Human Resources, Legal and Quality to ensure effective on-boarding of new hires in all functional areas
    • Support credentialing needs of commercial team members
  • Classroom/Face-to-Face Programs:
    • Prepare, coordinate and deliver an adult-training curriculum with a focus on interactive, engaging mechanisms for new sales team members with coordinated support of Field Sales Trainers and Marketing personnel
    • Effectively communicate product characteristics, marketing strategy, value proposition and sales differentiation to sales team members
    • Critically analyze effectiveness of sales training efforts and implement innovative, strategic changes to training process to enhance learning in a compressed time frame
    • Leverage specialty facilitators and technology-based training tools as appropriate to deliver programs including clinical and business strategy elements
  • Learning Strategy and Skills Development
    • Refine training program strategy by coordinating with sales and marketing strategic plans and objectives; adapt learning programs on an on-going basis to be congruent with their needs
    • Evaluate the need and develop/implement appropriate sales skills training program to enhance basic selling skills of field personnel (Miller Heiman, SPIN, etc.)
    • Routinely solicit feedback and utilize data to monitor and drive sales effectiveness ; assess field sales professionals for product knowledge and selling skills, coordinate with first line managers to coach sales professionals for enhanced performance and best practice sharing
    • Maintain current knowledge of industry trends, competing or complementary technologies and competitive threats
  • Meeting/Administration
    • Support coordination, design and implementation of the National Training Meeting and other regional meetings as needed
    • Proactively support company goals and objectives, policies and procedures, including strict compliance with Quality System, Customer Relationship and Sunshine Act Policies.
    • Maintain current Vendor Credentials
    • Manage travel and expenses per approved budget. 

Qualifications

  • BA in Business, Education, Sciences or related discipline or equivalent work experience and a minimum of three years of related experience required
  • Proven track record for creating, updating, and delivering highly effective face-to-face sales training sessions required
  • Previous sales experience with pharmaceutical or medical device including acute-care operating room or therapeutic delivery systems sales experience required
  • Knowledge of human anatomy required, knowledge in the field of Neurosurgery, including anatomy, procedures and devices is preferred
  • Superior written and verbal communication skills; excellent interpersonal skills with a demonstrated ability to communicate clearly and professionally upstream and downstream
  • Ability to adapt to changing work priorities; maintain good working relationships while dealing appropriately with sensitive and confidential matters and with a wide variety of personal contacts
  • Proficiency with PC-based office computers, including familiarity with Microsoft Word, Excel, PowerPoint, Outlook and SCORM-based educational software packages required
  • Certified experience with sales strategy and skill training required (i.e. Miller Heiman, SPIN, Challenger Selling, etc.)
  • Ability to work independently and develop creative and innovative solutions to complex challenge
  • Ability to read, understand and interpret journal articles and professional publications to apply in training; ability to read and understand company procedures. Ability to define problems, collect data, establish facts, draw valid conclusions and report on findings. 

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