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Director, Commercial Training & Development

Position Summary:

Achaogen is searching for a creative, resourceful, integrative thinker for an important role that is responsible for the design and execution of strategic and practical learning strategies for both the Sales and Market Access field teams. The Director, Commercial Training & Development (CTD) will identify and develop resources and experiences, which will build competencies and enhance the capabilities required to drive the strategic objectives established by Commercial Leadership.  Responsibilities include new hire curricula, new product launch planning, account based and hospital selling training, customer centric selling skills and front-line leader coaching effectiveness. The role requires a high level of collaboration with Sales leadership, Brand teams, Strategic Commercial Operations, Medical, Legal and Compliance as well as the hands-on attitude necessary to refine, build and sustain learning resources. This position will report directly to the VP of Hospital Sales.


Essential Functions:

  • Work with brand team and sales leadership to establish training objectives and initiatives that translate strategy into actionable, goal-oriented behaviors by Commercial Field Teams.
  • Identify and implement a sales model that aligns to the core competencies, values and behaviors of Achaogen.
  • Proactively assess knowledge / skill gaps within field teams and develop / implement advanced learning programs that are aligned to core competencies to close the gaps and improve the effectiveness of field teams.
  • Continuously evaluate and measure the effectiveness of current training programs and identify as necessary, improvements that serve to sustain and improve capabilities.
  • Establish and implement key metrics to track and articulate the impact of training programs and initiatives.
  • Maintain a practical and current knowledge of effective adult learning principles, instructional design, immersion learning and training technologies.
  • Conduct field travel for personnel assessments, strategic training initiatives, coaching and development of new hires and prospective field sales trainers.
  • Attend critical industry conferences to maintain clinical and competitive knowledge so sales training priorities are market relevant.
  • Responsible for ensuring all training materials conform to appropriate regulatory, medical, and legal compliance guidance.


Preferred Skills and Experience:

  • The ideal candidate will have strong knowledge of the changing hospital landscape including experience launching and selling products within the hospital marketplace.
  • Prior field sales leadership in the pharmaceutical industry preferred.
  • Must thrive working and leading in a fast-paced, innovative, collaborative start-up environment.
  • Excellent interpersonal skills with the ability to develop strategic partnerships with key stakeholders including sales leadership, field sales teams, marketing, compliance and medical regulatory and sales strategy and operations.
  • Strong project management skills and experience.
  • Ability to analyze complex issues and develop relevant action plans, programs and recommendations to further the success of commercial teams.
  • Demonstrated ability to translate strategy into action.
  • Demonstrated application of instructional design, adult learning principles, technology and E-Learning training.
  • Experience with life sciences compliance review regulations, process and technology.
  • Flexibility to adjust priorities in an environment to achieve commercial objectives.
  • Demonstrated ability to manage and hold vendor partners accountable to timelines, regulatory guidelines and quality.
  • Committed to Achaogen’s values of integrity, accountability, transparency, scientific rigor and drive.
  • Current US work authorization required.
  • Ability to travel domestically as needed.


Preferred Education:

  • Bachelor’s Degree required, advanced degree preferred.
  • Minimum of 10 years of pharmaceutical sales and sales training leadership roles.
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