Director, Commercial Training - Americas
About the role
The Director, Commercial Training - Americas will lead the centralization and transformation of sales training across the Americas (US, Canada, LATAM North, LATAM South) as the Center of Excellence (CoE) lead within Vantive's Commercial Excellence organization. The role will own three integrated training pillars: Sales Skills & Methodology, Clinical Curriculum & Certification in partnership with Medical Affairs, and Digital Tools Selling.
Responsibilities
Own the Americas sales training strategy, annual roadmap, and governance framework as the Center of Excellence lead within Commercial Excellence.
Lead three integrated training pillars: Sales Skills & Methodology, Clinical Curriculum & Certification (in partnership with Medical Affairs), and Digital Tools Selling.
Serve as the single owner of the Vantive Sales Process and selling-skills methodology (Richardson, KornFerry) across all Americas markets, ensuring consistent deployment, reinforcement, and certification.
Partner with Medical Affairs as the joint owner of the Clinical Curriculum and Certification program, ensuring sellers are certified on disease state, therapy area, clinical evidence, and product clinical training before customer engagement.
Build and lead the Digital Tools Selling curriculum that equips the field to position, demonstrate, and sell Vantive's connected care and digital health portfolio to clinical, economic, and IT stakeholders.
Direct the design and execution of a structured 12–14 month phased onboarding program that reduces new hire ramp time from 6–12 months to a best-in-class 3–4 months.
Define and govern the Americas seller certification framework, including sales-skills certification, clinical certification (with Medical), digital tools certification, and annual recertification standards for all commercial roles.
Manage enterprise vendor relationships including Richardson, KornFerry, Allego, and VLearn; consolidate contracts and negotiate enterprise-level agreements to deliver higher quality at lower regional cost.
Drive adoption of AI-powered coaching, micro-learning, and sales enablement tools to embed continuous learning in the daily seller workflow.
Govern dotted-line training resources in LatAm North and LatAm South to ensure local execution adheres to Americas standards while adapting curricula for language, culture, regulatory, and payer environment.
Partner closely with US and Canada commercial leaders to deliver field coaching, ride-alongs, workshop calendars, and frontline manager enablement.
Partner with Medical Affairs, Marketing, Digital Health, and Product leaders to integrate launch readiness, clinical evidence, and digital tool capability into the seller curriculum.
Align training priorities with broader Commercial Excellence initiatives including CRM adoption, funnel conversion, value-based selling, digital tools adoption, and patient growth.
Lead, develop, and mentor a high-performing team of Sales Training Managers, Clinical Training Partners, Digital Enablement Specialists, Content & Enablement professionals, and in-market Training Leads.
Establish and lead the monthly, quarterly, and annual operating rhythm including CoE-Spoke alignment calls, Americas Training QBR, certification cycles, and curriculum refresh tied to product launches and competitive intelligence.
Publish annual Commercial Training ROI report and present results, insights, and forward roadmap to senior leadership.
Requirements
Bachelor's degree required; MBA or advanced degree preferred.
10+ years of sales training, sales enablement, or commercial excellence experience, including 5+ years leading teams across multiple geographies, recommended.
Proven leadership experience designing and operating a centralized sales training or sales enablement function across multiple geographies, ideally in MedTech, medical devices, or life sciences.
Deep expertise in modern sales methodologies (Richardson, KornFerry, Challenger, or equivalent) and the ability to deploy and enforce one regional standard at scale.
Demonstrated experience partnering with Medical Affairs or Clinical functions to build and govern clinical curricula and certification programs for commercial teams.
Experience building seller enablement and training programs for digital health, connected care, software-as-a-medical-device, or digital tool portfolios sold into healthcare customers.
Demonstrated success building structured, phased onboarding programs that materially reduce ramp time and improve quota attainment.
Strong understanding of value-based and consultative selling models, including multi-stakeholder engagement with surgeons, supply chain, finance, biomed, IT, and Value Analysis Committees.
Experience deploying AI-enabled coaching, micro-learning, and sales enablement platforms (Allego, Hyperbound, ACTO, VLearn, or equivalent).
Strong analytical mindset with experience designing training KPIs, dashboards, and ROI measurement frameworks tied directly to commercial outcomes.
Experience managing enterprise vendor relationships and consolidating contracts to deliver cost efficiency and quality improvement.
Experience operating in a Hub & Spoke or Center of Excellence model with both direct and dotted-line reporting structures across markets.
Demonstrated ability to lead through change and influence cross-functional leadership including GMs, Sales, Marketing, Medical Affairs, HR, Finance, and IT.
Strong working knowledge of CRM (Salesforce.com), LMS platforms, and sales enablement systems; experience integrating training data into broader commercial dashboards.
Cultural fluency to operate across the US, Canada, LatAm North, and LatAm South; Spanish or Portuguese language skills strongly preferred.
Exceptional verbal and written communication, executive presence, and ability to engage with senior commercial and medical leadership.
Positive attitude with a relentless drive for results, can-do approach to challenges big and small, and effective in use of time and organizational resources.
Objective and fact-based in all aspects of decision-making, with the ability to operate effectively in highly ambiguous and rapidly changing environments.
Qualifications
Bachelor's degree required; MBA or advanced degree preferred.
10+ years of sales training, sales enablement, or commercial excellence experience, including 5+ years leading teams across multiple geographies, recommended.
Proven leadership experience designing and operating a centralized sales training or sales enablement function across multiple geographies, ideally in MedTech, medical devices, or life sciences.
Deep expertise in modern sales methodologies (Richardson, KornFerry, Challenger, or equivalent) and the ability to deploy and enforce one regional standard at scale.
Demonstrated experience partnering with Medical Affairs or Clinical functions to build and govern clinical curricula and certification programs for commercial teams.
Experience building seller enablement and training programs for digital health, connected care, software-as-a-medical-device, or digital tool portfolios sold into healthcare customers.
Demonstrated success building structured, phased onboarding programs that materially reduce ramp time and improve quota attainment.
Strong understanding of value-based and consultative selling models, including multi-stakeholder engagement with surgeons, supply chain, finance, biomed, IT, and Value Analysis Committees.
Experience deploying AI-enabled coaching, micro-learning, and sales enablement platforms (Allego, Hyperbound, ACTO, VLearn, or equivalent).
Strong analytical mindset with experience designing training KPIs, dashboards, and ROI measurement frameworks tied directly to commercial outcomes.
Experience managing enterprise vendor relationships and consolidating contracts to deliver cost efficiency and quality improvement.
Experience operating in a Hub & Spoke or Center of Excellence model with both direct and dotted-line reporting structures across markets.
Demonstrated ability to lead through change and influence cross-functional leadership including GMs, Sales, Marketing, Medical Affairs, HR, Finance, and IT.
Strong working knowledge of CRM (Salesforce.com), LMS platforms, and sales enablement systems; experience integrating training data into broader commercial dashboards.
Cultural fluency to operate across the US, Canada, LatAm North, and LatAm South; Spanish or Portuguese language skills strongly preferred.
Exceptional verbal and written communication, executive presence, and ability to engage with senior commercial and medical leadership.
Positive attitude with a relentless drive for results, can-do approach to challenges big and small, and effective in use of time and organizational resources.
Objective and fact-based in all aspects of decision-making, with the ability to operate effectively in highly ambiguous and rapidly changing environments.
Skills
Modern sales methodologies (Richardson, KornFerry, Challenger, or equivalent)
Value-based and consultative selling models
AI-powered coaching, micro-learning, and sales enablement platforms (Allego, Hyperbound, ACTO, VLearn, or equivalent)
CRM (Salesforce.com), LMS platforms, and sales enablement systems
Structured, phased onboarding programs
Enterprise vendor relationships and consolidation of contracts
Hub & Spoke or Center of Excellence model
Leadership through change and influence cross-functional leadership
Exceptional verbal and written communication, executive presence, and engagement with senior leadership
Benefits
At Vantive, we offer comprehensive compensation and benefits packages for eligible roles, including:
Comprehensive health and well-being benefits starting on day one, including medical, dental, and vision coverage, as well as insurance for basic life, accident, short-term, and long-term disability, and business travel accident insurance.
Financial and retirement benefits, including the Aon Pooled Employer Plan (“Aon PEP”) and Vantive’s 401(k) retirement savings plan, to help you prepare for your future.
Flexible spending accounts, educational assistance programs, and time-off benefits such as paid holidays, paid time off ranging from 20 to 35 days based on length of service, family and medical leaves of absence, and paid parental leave.
Additional benefits include commuting benefits, the Employee Discount Program, the Employee Assistance Program (EAP), and childcare benefits.
Pay
The estimated base salary for this position is $188,000 - $253,000 annually. The estimated range is meant to reflect an anticipated salary range for the position. We may pay more or less than the anticipated range based upon market data and other factors, all of which are subject to change. Individual pay is based on upon location, skills and expertise, experience, and other relevant factors.