HEAD OF TRAINING AND SALES ENABLEMENT

Location: Remote

GeneDx is a patient-centric health information company that delivers personalized and actionable health insights that inform diagnosis, guide treatment and improve drug discovery. The company is transforming healthcare through its industry-leading exome and genome testing and interpretation, fueled by one of the world’s largest rare disease data sets. GeneDx is uniquely positioned to accelerate the use of genomic and large-scale clinical information to enable precision medicine as the standard of care.

The Head of Training and Sales Enablement is responsible for leading selling skills, sales strategy and tactics, business acumen and presentations skills training to sales representatives. This position is a member of the Commercial team and is based remotely.

Primary Duties & Responsibilities

• This role plays an instrumental role in the creation, production, and planning of several Global Sales Enablement programs that will have an impact on the sales teams success
• Help manage the change and adoption with the sales organization, especially when introducing new processes, tools, or methodologies
• Collaborate with Marketing, Sales and Leadership teams to maintain content and to ensure it is aligned with broader company messaging
• Execute Foundation Training program (i.e. Lab 101 for Sales new hires) and as needed at national meetings or regional meetings
• Develop and/or deliver effective and highly engaging training programs on presentation skills, business processes (e.g. Account Plans, conducting Customer Business Reviews, presenting Financial Proposals), and selling skills
• Support the training of the CRM (Salesforce) for new sales hires in their initial onboarding
• Coordinate with HR for Sales Training onboarding requirements that will be expected of new sales representatives
• Maintain Learning Management System (LMS) requirements for various sales rep roles to ensure comprehensive and update-to-date training
• Run LMS assignment completion reports to ensure that expected pre-work has been finished by defined deadlines
• Manage all communications to new sales reps related to our Foundation Training program along with the 90-day training calendar
• Coordinate with internal departments such as sales and marketing, sales operations, Incentive Compensation, Legal/Regulatory compliance, and HR to deliver presentations in training classes
• Coach and provide feedback, both verbal and written, on observed behaviors in role-play presentations. Share these observations with Regional Sales Directors
• Partner with Sales Leaders to plan and execute continue education for all Sales representatives, including product, technical and operational subjects
• Develop eLearning content in collaboration with various Product Managers and Medical Directors
• Share best practices in the training program to level-set new sales reps’ understanding of what great looks or sounds like
• Collaborate with the CCO, SVP of Sales, and Marketing team on projects that identify and address development needs for the sales organization
• Coach and develop team of Training Managers

Requirements

Education and Experience:

• Bachelor's degree
• 10 or more years of Marketing, Sales, or relevant Training experience; or 7 years with Masters
• 5 or more years of prior healthcare sales experience

The successful candidate will have:

• Thorough familiarity with and ability to apply adult learning and instructional design philosophies, strategies, and theories to various types of projects including and beyond the curriculum
• Excellent written and verbal communication, presentation and professional speaking skills to include classroom facilitation.
• Advanced understanding of sales processes, preferably in clinical laboratory industry
• Demonstrated Project Management skills
• Experience in leading without direct-line authority and 1:1 coaching
• A high-level of personal Accountability for attaining performance objectives
• Must be able to act independently and handle multiple priorities and assignments simultaneously
• Ability to influence and collaborate across business functions
• Demonstrated ability to articulate learning objectives that are focused, concise, and measurable
• Detail-oriented with accomplished organizational/time management skills
• Strong active listening skills
• Strong proficiency in Microsoft Office (Word, Excel, PowerPoint)
• Flexibility to work in a fast-paced environment with multiple demands by taking a high level of initiative
• Ability to travel as needed

Preferred Qualifications:

• Master's degree
• 5+ years of prior medical sales experience in the Laboratory Diagnostics industry
• Certified (via vendor Train-the-Trainer processes) to train sales methodologies, such as SPIN selling, Strategic Selling, or the Challenger Selling model
• Experience in content development and Medical/Legal/Regulatory review processes preferred
• Experience in managing vendors to deliver projects on-time and on-budget