Senior Commercial Training Manager - Sports Medicine

Location
Watford

Life Unlimited.

At Smith+Nephew, we design and manufacture technology that takes the limits off living.

This role will manage and develop key relationships across the region for our Sports Medicine product portfolio to the UKINOR Sports Medicine (SPM) sales teams. Representing the products that facilitate the practice of arthroscopic surgery and include connected surgical towers for the operating room, high-definition imaging systems and surgical systems that enable surgeons to remove soft tissue and control bleeding in a variety of arthroscopic procedures. As a leader in the SPM business, Smith+Nephew holds a global 27% market share in this >$5.5bn market.

The primary success measures for this role are to train, equip, and certify the teams on Smith+Nephew’s SPM products, relevant procedural knowledge, surgical and treatment pathways as well as vital enablement / selling and commercial skills to enable our sales teams to exceed sales quota. Understanding of and alignment on the SPM portfolio and customer base is a key metric. This role will have primary responsibility for the sellers in UKINORD.

This is a highly skilled role requiring extensive experience, subject matter expertise on selling skills, sales effectiveness skills, and the comprehensive skillset to drive commercial understanding and differentiation with customers. Experience and exposure to Smith+Nephew's portfolio, value propositions, competitive market, and clinical competence are extremely beneficial and if not possessed at time of hire will be required learning and upskilling.

You'll need to be able to demonstrate expertise and understanding of S+N products, clinical pathways, surgical procedural knowledge, and competitive landscape.

• Training Delivery & Field coaching Activity - 70%


• Deliver training to both new and tenured sales professionals, through various venues including live instructor led courses, virtual classrooms, and field-based training/coaching


• Run learning events (classroom, webinar, field based, etc.) in the Learning Unlimited platform.


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


• Deliver 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


• Join the Commercial team on field visits (20%) to ensure the right implementation of both product/clinical competence as well as sales enablement skills’ implementation


• Act as a mentor and role model for sales reps & field managers 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 Learning Management System or any similar vehicle


• 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


• Develop strategic and tactical plans for Commercial Training & Education (CT+E)

• Adult learning, facilitation skills certification (e.g. Bob Pike Certification, Langevin Learning) is a plus


• Train the Trainer certification (e.g. Pioneer, Lane 4, Langevin) is a plus


• Instructional design is a plus


• Coaching skills is a plus


• Project management certification is a plus


• Challenger certification is a plus


• Fundamental level certification for your respective franchise is a plus

We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.

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  Inclusion, Diversity and Equity: Committed to Welcoming, Celebrating and Thriving on Diversity, Learn more about our Employee Inclusion Groups on our website (https://www.smith-nephew.com/)


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  Your Future: Generous sales incentive plans and pension Schemes, Save As You Earn share options.


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  Work/Life Balance: Flexible Vacation and Time Off, Paid Holidays and Paid Volunteering Hours, so we can give back to our communities!


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  Your Wellbeing: Private Health and Dental plans, Healthcare Cash Plans, Income Protection, Life Assurance and much more.


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  Flexibility: Hybrid Working Model (For most professional roles).


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  Training: Hands-On, Team-Customised, Mentorship.


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  Extra Perks: Discounts on Gyms and fitness clubs, Salary Sacrifice Bicycle and Car Schemes and many other Employee discounts. Field based sales roles are provided with a company car or car allowance.