Associate Director, Sales Training

The Position

Let’s do something amazing together! The Key Account Manager (KAM) Field Training role at Arrowhead Pharmaceuticals builds the capability of the KAM team to execute Arrowhead’s cardiometabolic brand strategy within health systems and integrated delivery networks. This role serves patients living with Familial Chylomicronemia Syndrome (FCS) and Severe Hypertriglyceridemia (sHTG) and may expand over time to additional indications and products across the Arrowhead cardiometabolic portfolio.

This role owns KAM field readiness end to end: designing, developing, delivering, and measuring the curriculum that prepares Key Account Managers for account-based selling in complex health systems. Partners with Marketing to translate approved strategy and approved materials into training that drives confident, compliant field execution.

Reporting to the Director, Sales Training, this individual partners closely with Marketing, Field leadership, Market Access, Market Insights, Medical Affairs, Health Information Technology, Regulatory, and Compliance. Success requires deep fluency in integrated delivery network (IDN) structure and workflow, specialty pharmacy and access dynamics, and the instructional design discipline to turn that complexity into training adult learners can apply the same week.

This individual should be detail-oriented, an excellent communicator and facilitator, comfortable in a fast-paced launch environment, and effective working both independently and collaboratively.

This is a field-based role with regular onsite presence at Arrowhead’s Corporate Headquarters in Pasadena, CA. Time will be split between the field supporting training delivery, live facilitation, and field ride-alongs with the KAM team and headquarters, partnering with cross-functional stakeholders.

Responsibilities

Curriculum Design and Development

• Own the end-to-end KAM curriculum: new hire onboarding, launch readiness, ongoing skill development, and advanced account management training.
• Design curricula grounded in adult learning principles, using a blended approach across live workshops, virtual sessions, e-learning, microlearning, and on-the-job application.
• Build and maintain training assets including facilitator guides, participant workbooks, e-learning modules, role-play and simulation scenarios, certification and verification tools, and job aids.
• Develop training on account-based selling within IDNs: account planning, stakeholder mapping, business reviews, pull-through, and navigating committee and pathway decision processes.
• Build training that prepares KAMs to recognize when to engage Health Information Technology, Market Access, Medical, and reimbursement partners, and how to coordinate those resources inside an account.

Training Delivery and Facilitation

• Facilitate live and virtual training for the KAM team, including new hire onboarding, national and regional meetings, POA sessions, and workshops.
• Conduct field ride-alongs and coaching observation to assess application, reinforce curriculum in live account settings, and identify capability gaps.
• Partner with field leadership and Regional Field Trainers (RFTs) to build and sustain coaching capability and consistent reinforcement across regions.
• Deliver training on newly approved materials and updated clinical, access, and competitive information as they are released.

Certification, Measurement, and LMS Ownership

• Build and administer certification and verification programs that confirm KAM readiness before and during launch.
• Own the LMS footprint for the KAM team: curriculum architecture, certification and verification workflows, assignment logic, and completion and effectiveness reporting.
• Establish and report measures of training effectiveness, including knowledge retention, certification results, time to productivity, and observed field application.
• Use field feedback, leadership input, and performance data to iterate curricula rather than redeliver unchanged content.

Cross-Functional Collaboration

• Partner with Marketing to understand approved brand strategy, messaging, and field resources, and translate them into training that drives consistent, confident execution. This role does not develop marketing materials.
• Partner with Market Access and the reimbursement team to build accurate, current training on coverage, prior authorization, and specialty pharmacy workflow.
• Partner with Medical Affairs to ensure clinical and disease state training is scientifically accurate and appropriately scoped for a commercial audience.
• Partner with Health Information Technology leadership so KAM training reflects how patient identification and health system technology support fits into the account model.
• Develop effective working relationships with Legal, Regulatory, and Compliance to support training and executional needs.

MLR and Compliance

• Ensure all training materials complete appropriate MLR review and approval.
• Maintain compliance with all applicable industry codes and internal policies, and build compliant behavior into curriculum design and facilitation.

Budget and Planning

• Manage training budgets, vendor relationships, and project timelines.
• Own KAM capability requirements and training priorities as an input to annual commercial planning.

Core Competencies and Behaviors

• Influence without authority, moves work forward, shapes decisions, and drives outcomes across Marketing, Market Access, Medical, Regulatory, and Compliance through credibility and trust rather than reporting lines.
• Managing competing priorities with speed, reprioritize quickly in a launch environment, sequences effort where it creates the most value, and keeps multiple workstreams moving without sacrificing quality or compliance.
• Stakeholder influence and alignment, engages and motivates stakeholders from individual KAMs through executive leadership, building commitment behind capability priorities.
• Strategic storytelling translates complex clinical, access, and health system content into clear, usable narratives that transfer to live account conversations.
• Navigating ambiguity and exercises sound judgment, making decisions with incomplete information in a launch environment.
• Ownership and continuous improvement, takes accountability for outcomes, seeks field and stakeholder feedback, and iterates rather than defending version one.

Requirements

• Bachelor’s degree in business, life sciences, education, communications, or a related field.
• 5+ years of pharmaceutical commercial experience, including field training or field sales.
• 3+ years supporting key account, health system, or market access focused commercial initiatives.
• Demonstrated experience designing and facilitating field training, including curriculum development and live facilitation for adult learners.
• Demonstrated LMS experience building and administering curricula, certifications, assignments, and completion and effectiveness reporting (Veeva Vault Training, Cornerstone, Docebo, Litmos, or comparable) plus working proficiency with e-learning authoring tools such as Articulate 360 (Storyline and Rise).
• Working knowledge of Veeva Vault PromoMats and the MLR review process.
• Working familiarity with EHR systems and health system technology workflows, sufficient to train KAMs on how patient identification capabilities fit the account model.
• Demonstrated ability to influence without authority, manage competing priorities with speed, and build stakeholder alignment across a matrixed commercial organization.
• Excellent communication, facilitation, prioritization, and project management skills.
• Ability to travel >50%, including overnight and occasional weekend travel for national and regional meetings; valid driver’s license and acceptable driving record.

Preferred

• Training or field experience in cardiometabolic and/or rare disease.
• Product launch experience, or experience building curricula for a newly formed field team.
• Prior KAM, account management, or health system selling experience.
• Formal instructional design credentials or equivalent applied experience.
• Experience applying AI-assisted content development or instructional design tools in a regulated commercial environment.
• Experience building and developing a Regional Field Trainer or peer-trainer network.