Sales Training and Development Manager

About the role

The Sales Training and Development Manager will design and deliver sales educational programs to increase overall performance of sales teams and ensure they have the competencies and skills to achieve their goals. This role requires close collaboration with sales, sales leadership, marketing, and key stakeholders to identify challenges and recommend ways to increase productivity. The position is to be located near a major airport in the Central or West time zones. Primary responsibilities include developing and implementing best‑in‑class sales readiness and training programs across the full Advanced Diagnostic portfolio (Microbiology, Molecular, Point of Care, and Lab Automation instrumentation and assays), creating learning materials and a structured curriculum for new‑hire sales associates, addressing evolving market conditions through targeted educational initiatives, conducting skills gap analyses, and evaluating outcomes after each training engagement. A sound understanding of professional selling and operational best practices is essential. The ideal candidate takes a consultative and strategic approach to training, professional development, and customer experience, aiming to build knowledge and competencies that support business objectives, maximize sales execution, and elevate effectiveness to deliver high‑impact results. The successful candidate is an energetic team player who can inspire and motivate others while building a wide network, possesses exceptional interpersonal skills, and can establish open, collaborative communication channels with cross‑departmental colleagues.

Responsibilities

• Review and understand the strategic imperatives for the Advanced Diagnostics platform to design and adjust educational curriculum in support of the business strategy.
• Facilitate onboarding product training program, design courses and education based on sound adult learning principles with excellent communication and coaching skills.
• Create instructor‑led, distance learning, video and web‑based, and other formatted curricula and content as needed for new‑hire classes, supporting new‑product launches, and development opportunities for all sales associates.
• Conduct field travel with new and in‑role sales associates to provide coaching and insight that elevates sales skills and performance.
• Develop and implement advanced sales training for tenured sales personnel and field sales managers as appropriate and necessary.
• Work with Sales Enablement, Marketing, and Product Management to develop training programs for new product launches.
• Collaborate with sales management, marketing, sales enablement, and field sales training to ensure curricula, content, and the sales training agenda align with the fiscal year Sales Marketing Action Plan.
• Assess talent by performing skill gap analyses to identify areas of improvement and create targeted training to meet evolving business demands.
• Use a data‑driven approach to measure training effectiveness by participating in field travel with new associates and tracking/maintaining associates' training score cards.
• Demonstrate ability and willingness to travel up to 70% to the home office, in the field, and to required meetings.

Skills

• Sales Expertise: Deep understanding of sales processes, techniques, and strategies; experience in direct sales roles (typically 3–5 years); familiarity with CRM platforms (e.g., Salesforce).
• Training & Facilitation: Ability to design and deliver engaging training programs; skilled in instructional design and adult learning principles; experience with Learning Management Systems (LMS) and e‑learning tools.
• Communication & Presentation: Excellent verbal and written communication skills; strong presentation and public speaking abilities; capable of simplifying complex concepts for diverse audiences.
• Coaching & Feedback: One‑on‑one coaching and mentoring skills; ability to provide constructive feedback and assess learning outcomes; empathy and adaptability to different learning styles.
• Analytical & Strategic Thinking: Ability to assess training effectiveness using KPIs and performance metrics; strategic mindset to align training with business goals; problem‑solving skills to address sales challenges.
• Organizational & Project Management: Strong time management and multitasking abilities; capable of managing multiple training sessions and projects; detail‑oriented with good documentation and reporting skills.

Requirements

• Bachelor’s degree required.
• Three plus (3+) years of professional training experience, field sales training, training management, and familiarity with influencing stakeholders in a matrix organization required.
• Three plus (3+) years of medical sales experience required; diagnostic microbiology and molecular laboratory capital or consumable sales experience strongly preferred.
• Five plus (5+) years of successful professional development experience with demonstrated results required.