Sales Training Specialist

The Sales Training Specialist is a strategic leadership role responsible for designing and delivering high-impact learning solutions that enhance the capabilities and performance of both new and experienced sales professionals. This position develops and executes a comprehensive commercial learning strategy aligned to business objectives, sales priorities, and growth initiatives while leveraging AI-enabled technologies to create personalized learning experiences that accelerate development and improve performance. 

Combining expertise in instructional design, performance consulting, sales effectiveness, and business acumen, the Sales Training Specialist develops onboarding, role-based training, coaching, and skills development programs that drive measurable business results. Working closely with Sales Leadership, Zone Trainers, Sales Excellence, and Marketing, this individual serves as a trusted partner in building organizational capability, reinforcing strategic priorities, and fostering a culture of continuous learning, ultimately improving sales productivity, confidence, and commercial success. 

Key Responsibilities: 

• Develop and execute strategic commercial learning initiatives that align with business objectives, sales priorities, organizational capabilities, and long-term growth strategies. 

• Partner with Sales Leadership, Commercial Excellence, Marketing, Product Management, and field stakeholders to identify capability gaps and design learning solutions that improve sales effectiveness and business performance across all commercial roles. 

• Design and implement role-based learning journeys, onboarding programs, sales competency development curricula, and AI-enabled personalized learning experiences that accelerate performance and career progression. 

• Collaborate with instructional designers and learning technology partners to develop engaging training assets, including instructor-led training, virtual learning, eLearning modules, microlearning, assessments, reinforcement tools, and performance support resources. 

• Lead and continuously enhance new hire onboarding programs in partnership with Commercial Excellence and Zone Trainers, ensuring rapid integration, productivity, and readiness of new sales professionals. 

• Develop and deliver training strategies and learning programs that support new product launches, evolving value propositions, competitive positioning, and go-to-market initiatives. 

• Facilitate highly interactive instructor-led and virtual learning experiences that strengthen product knowledge, consultative selling skills, business acumen, opportunity management, account planning, and customer engagement capabilities. 

• Leverage AI technologies, learning analytics, and digital learning platforms to create personalized development plans, reinforce learning, and improve knowledge retention, skill adoption, and learner engagement. 

• Utilize learning management systems, reporting tools, and performance dashboards to manage training activities, monitor completion and effectiveness, and provide actionable insights to leadership. 

• Serve as a performance consultant by identifying root causes of performance gaps and recommending targeted development solutions that drive measurable behavioral change and business outcomes. 

• Provide coaching, mentoring, and real-time developmental feedback to sales professionals, including written performance evaluations and individualized development recommendations following training programs and assessments. 

• Develop and implement reinforcement strategies, coaching tools, mobile learning solutions, and continuous learning initiatives that drive long-term skill retention and field application. 

• Embed value-based selling, consultative selling, customer-centricity, and strategic account management principles into all learning programs, coaching activities, and sales enablement tools. 

• Establish success measures and key performance indicators to evaluate learning effectiveness, sales productivity improvements, capability growth, and overall business impact. 

• Continuously assess and optimize learning programs, leveraging learner feedback, field observations, sales performance trends, and business metrics to drive continuous improvement. 

• Conduct regular field engagement with sales teams, managers, and key stakeholders to assess development needs, reinforce learning application, and ensure training solutions address real-world commercial challenges. 

• Act as a strategic advisor to Sales Leadership by providing recommendations on sales capability development, talent readiness, organizational effectiveness, and future workforce development needs. 

• Foster a culture of continuous learning, accountability, innovation, and high performance that supports the organization's commitment to commercial excellence and long-term business success. 

Location:  

• Preferred to be near a major airport in the Central or East zone 

Key Competencies: 

• Learning Innovation & Methodology Design: Expertise in adult learning principles, instructional design, and modern learning technologies to include AI technology. 

• Selling Skills:  Strong capability to translate product, clinical, or technical knowledge into practical, customer‑facing selling expertise  

• Strategic Thinking & Commercial Acumen: Ability to align learning strategies with business goals, particularly in commercial and customer-facing functions. 

• Global Leadership & Influence: Experience collaborating across regions and cultures. Skilled in influencing stakeholders and driving alignment across matrixed organizations. 

• Data-Driven Decision Making: Uses learning analytics and performance metrics to assess impact and continuously improve programs. 

• Change Leadership & Transformation: Leads through ambiguity and champions continuous learning as a lever for transformation. 

• Collaboration & Cross-Functional Partnership: Works closely with HRBPs, business leaders, and external vendors to co-create impactful learning experiences. 

• Communication Skills:  Communication and relationship‑building skills, with credibility among field sales and leadership teams  

• Organizational skills: Ability to manage multiple priorities across geographies and sales roles 

Qualifications: 

• Bachelor’s degree or relative expertise in business, healthcare, or related field 

• Strong background in adult learning principles and curriculum design, sales training, coaching and enablement processes with focus on value-based selling approaches 

• 5+ years of experience in commercial or field sales training, coaching and enablement processes preferred 

• 5+ years of experience in healthcare diagnostics, with a deep understanding of the market landscape and customer needs 

• Expertise and/or certifications in sales skills delivery 

Success Metrics 

• A fully operational role-specific new hire sales training curriculum resulting in customer-ready sales representatives 

• Improvement in commercial performance metrics (e.g., win rates, deal velocity, customer satisfaction). 

• Increased manager engagement in coaching and reinforcement activities. 

• Positive feedback from sales teams on training relevance and effectiveness. 

Execution & Delivery 

• Coordinate with cross-functional stakeholders including NAM Learning & Development team, Marketing, Customer Services, and Sales Enablement and Operations, to ensure alignment and consistency in training delivery. 

• Monitor and report on training program milestones, adoption, and effectiveness, incorporating feedback and best practices to drive continuous improvement. 

• Ensure all training initiatives comply with internal policies and external regulatory requirements. 

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