Commercial Training Manager MEA & EE

Job content

Role Title: Commercial Training and Education Senior Manager - Middle East Africa and Eastern Europe

Location: Dubai

Additional LocationsSaudi Arabia, Poland, Russia, Egypt and Lebanon

About Us

Rewards Competitive salary and comprehensive benefits on offer

Smith & Nephew is a diversified sophisticated medical technology business that supports healthcare professionals in more than 100 countries to improve the quality of life for their patients.

We have leadership positions in Orthopaedic Reconstruction, Advanced Wound

Management, Sports Medicine and Trauma:

• Orthopedics Reconstruction - joint replacement systems for knees, hips, and shoulders
• Advanced Wound Management - wound care treatment and prevention products used to treat hard to heal wounds
• Sports Medicine - minimally invasive surgery of the joint
• Trauma & Extremities - products that help repair broken bones
  
  

We have over 16,000 employees around the world. Annual sales in 2016 were more than

$4.6billion.

We are a constituent of the UK’s FTSE100 and our shares are traded on the London Stock Exchange and through American Depository Receipts on the New York Stock Exchange (LSE: SN, NYSE: SNN).

Summary

The primary success measures are to train, equip, and certify the sales force on Smith Nephew’s products, relevant procedural knowledge, surgical and treatment pathways as well as vital enablement / selling skills to exceed sales quota.

This is a highly skilled role requiring extensive experience, subject matter expertise on selling skills, eye for business, sales effectiveness skills as well as, ideally, experience and exposure to Smith & Nephew’s portfolio, value propositions, competitive market, and clinical competence.

The key goal of this role will be to equip our sales force with the knowledge and skills to win in their territory as well as certify them to Smith+Nephew standards.

The Commercial Training & Education Manager role will be expected to take on additional responsibilities, relevant to their extensive experience and confirmed capability, and having a broader remit, both Regionally and Globally as well as MEA & EE Commercial Training & Education Dashboard.

Key Responsibilities:

Training Delivery & Field coaching Activity

Joining the Commercial team on field rides to ensure the right implementation of both product/clinical competence as well as sales enablement skills’ implementation.

Delivery of training to both new and tenured sales professionals, through various venues including live instructor led courses, virtual classrooms, and field-based training/coaching. Field based training/coaching will be on an individual or small group basis during territory-based field rides, but it could also entail local seminars, workshops, and other training events

Ensure that all members of the sales team are certified on the knowledge, skills, and behaviours needed to win (e.g., product, clinical and procedural knowledge, primary competitors and how to win against them, selling skills, negotiation skills, business planning

Delivery of the curriculum as aligned with Global Commercial Training competency framework, train sales reps on the Smith & Nephew selling process, and aim to accelerate sales readiness and preparedness of the sales force

Run learning events (classroom, webinar, field based, etc.) in the learning unlimited platform. The position requires sophisticated skills in facilitation and presentation skills, with emphasis on adult learning principles and interactive learning

Collaborate with HR and Sales Management to remediate gaps in performance. This role requires sophisticated interpersonal leadership skills to work with a broad group of cross-functional business partners (e.g. global content development, leadership coach, local marketing, sales leadership), and will work collaboratively to tackle complex business opportunities related to the franchise

Act a mentor and role model for sales reps, and encourage a culture of continuous learning and development

Cultivate culture of coaching for the commercial team, set the standards and governance for this coaching culture across cluster by developing coaching plan for Field managers and ensure the sustainability of this culture through solid critical metrics that will be automated on CRM or LMS or any similar Vehicle.

Train, Certify and send monthly or quarterly dashboard for the performance of Field sales trainers and become responsible for their planning and implementation activities.

Develop strategic and tactical plans for your respective area for CT&E.

Minimum Requirements:

Education:

• Bachelor’s degree
• Master’s degree preferred but not required
  
  

Certifications:

• Adult learning, facilitation skills certification (e.g. Bob Pike Certification, Langevin Learning)
• Instructional design
• Coaching skills
• Train the Trainer certification (e.g. Challenger, Key account management, Pioneer, Lane 4, Langevin)
• Project management certification.
• Commercial excellence, Sales force effectiveness is a plus
• CRM administration experience is a plus
  
  

Experience:

• 3 years working experience in learning / training related fields within the Medical Devices or Pharmaceutical Industry.
  
  

Competencies Required

Ability to communicate in English

Strong written and verbal communication skills

Exceptional presentation skills, strong personal presence as facilitator.

Knowledge of and practical application of adult learning theory and the science of learning

Problem solving and analytical skills required to uncover root cause and develop improvement initiatives Strong, demonstrable experience as a data or business analyst.

Results oriented – delivers on commitments and demonstrates impactful results

Strong collaborative and team building skills

Strong ability to work in autonomy under ambiguous conditions when the solution is not clear, and innovative solutions are needed.

Effective in leading, motivating, and achieving goals through formal and informal channels (Leadership without authority).

Ability to optimally plan, prioritize, implement and follow-up in a timely manner and anticipate problems and roadblocks with solution-oriented mind set

High personal integrity and ethics with principled standards

Fluency in at least the primary language of the cluster (English)

Microsoft office savviness is highly desired. (PowerPoint & Excel mainly)

Applications

If you share our passion for pioneering innovation and can demonstrate how you meet the criteria outlined, we would love to hear from you.

We continue to actively build an environment where every individual can fulfill their potential and be proud ambassadors for Smith & Nephew, our customers, and their patients. We value the diversity of our people and welcome applications from everyone.

Smith & Nephew is committed to diversity and Inclusion through ensuring a process of progressive transformation, aimed at the involvement of previously disadvantaged people in all aspects of our business. Smith & Nephew is an equal opportunity employer.