The Sales Learning & Development Trainer collaborates with Sales, Marketing and Medical to train and develop both new and current sales members including, but not limited to Territory Managers, Inside Sales Specialists, Regional Access Managers, and Regional Sales Managers on a variety of topics including, but not limited to disease-state/therapeutic area, product portfolio, selling skills, competitive landscape, business planning and acumen, account-based selling strategies and tactics, sales messaging and effective use of sales support tools.

The Sales Learning & Development Trainer spends 10% of their time conducting virtual and field ride-alongs to coach and develop sales members. The remaining time will be spent on new hire training activities and ongoing training initiatives. The Sales L&D trainer will be asked to travel to the corporate office for relevant in-person interactions/meetings where collaborative work will be essential. This person will also be asked to travel for field-based activities such as sales meetings where training support is needed.

This person will work closely with the Senior Manager Healthcare Excellence and other Sales Learning & Development Trainers to enhance the business acumen, business planning skills and tools of the sales force. They will also need to work collaboratively and cross-functionally with members of the sales, marketing, medical, legal and HR teams to drive brand initiatives and strategies by category, aligned with company-wide objectives. In addition to owning a specific category/categories, the Sales L&D Trainer will also own a sales functional competency that will be relevant for the entire sales organization.

The Sales Learning and Development Trainer is responsible for the following core job responsibilities:

1. Learning & development (L&D) of the sales force
a. Perform needs assessment, in conjunction with sales management, to define learning objectives, design, develop and deliver learning solutions for new and existing members of the sales force
b. Deliver and facilitate learning and coaching through different mediums (instructor-led, field-based, self-study and eLearning) to meet adult learning needs
c. Initiate and support on-boarding of new Territory Managers by developing and continually updating a tailored on-boarding program in collaboration with Sales, Marketing, Medical & Scientific Affairs and HR
d. Develop methods and procedures for evaluation, measurement and reporting to ensure effectiveness and success of training programs
e. Work with Senior Manager Healthcare Excellence and cross-functional teams to develop National Sales Meeting objectives, agenda, content when applicable and outcomes of the meeting. Measure NSM effectiveness through surveys and other means where applicable.

2. Coaching and skill enhancement of the sales force
a. Work with manager to develop individual coaching plan for each sales new hire (annual plan, based on identified gaps in the Individual Development Plan (IDP), personal development objectives and company initiatives (e.g. Commitment Spiral, Territory Business Planning)
b. Individual sales coaching of sales members, based on coaching plan & monitoring of development
c. Conduct field ride-alongs (virtual or in-person) with sales members when needed
d. Deliver field ride along feedback to direct manager
e. Collaborate with sales managers to maximize learning and development of sales members
f. Participate in management development courses for the Regional Access Managers, Sales Managers and National Accounts Managers

3. Assess and search for the best tools and mechanisms for evaluation and development
a. Support individual training needs of all sales members in collaboration with direct managers
b. Identify CBU-wide training needs (partner with HR and Sales Management to support annual assessment of sales force competencies thru an enhanced field activity report)
c. Collaborate with global colleagues to share best practices and leverage existing proven sales training and development processes

4. Cross-functional responsibilities:
a. Act as point of contact for Marketing to ensure that marketing messages are aligned with Nutricia’s sales technique (currently Commitment Spiral).
b. Act as point of contact for Medical Affairs to ensure that product training interlinks with Nutricia’s sales technique (currently Commitment Spiral).
c. Act as point of contact for HR and Sales Management to align sales force development with company-wide development programs (leadership development, management development)

5. Miscellaneous Duties
a. Work with Senior Manager Healthcare Excellence and VP of Sales to assist in attainment of broader objectives
b. Support WISE activities in the sales organization
c. Other duties as assigned

Knowledge, skills and abilities:
• Complex working environment, focus on individuals and business requirement needs to be balanced
• Strong cross-functional work, links with different departments to ensure aligned messaging and highest possible effectiveness
• High proficiency with Microsoft Office products, including Word, Excel, PowerPoint, Adobe Pro, video-editing software
• Desired interest to adapt and acquire new technical skills.
• Detail oriented
• Strong ability to influence others and lead without authority
• Skillfully coaches sales managers (using global models when applicable and display basic coaching skills of attending, listening & questioning)
• Strong understanding of the sales process and business acumen
• Mastery of presentation and platform skills
• Ability to analyze staff development and training needs and able to create programs to support those needs in collaboration with Sales Management and cross-functional colleagues
• High level of interpersonal skills to handle sensitive and confidential situations and documentation (e.g. coaching reports, evaluations, tests scores and action plans)
• Active listening skills. Able to listen to managers and employees and discern data of value and concern to the organization.
• Leadership and influencing skills. Can positively cultivate and influence relationships with managers and employees through the Company.
• Effective organization and time management capabilities. An individual adept at managing multiple initiatives and able to set priorities and efficiently perform responsibilities. Able to manage competing demands.
• Collaborative business style. Able to work with team members and cross-functionally in own responsibility scope as well as toward corporate objectives and initiatives, in particular Sales, Marketing and Medical teams.
• Sound judgment and recommendations. Possesses well-developed thought processes and ability to support decisions.
• Creative thinker. Able to suggest innovative solutions to everyday problems.
• Passion for personal & professional growth and development - for oneself and others
• Individual with high emotional intelligence (empathy, self-awareness, self-regulation)
• Results-oriented self-starter with a ‘can do’ attitude
• Proactive solution seeker & quick learner with a passion for innovation and excellence
• Turns learnings into actions. Embraces problems as an opportunity versus avoiding them.
• Ability to adapt existing resources to meet the needs of assigned categories as well as expanding
• Own individual responsibilities; however, work cohesively with sales L&D team on shared projects and initiatives
• Works closely with medical, legal/regulatory and compliance to ensure training material is approved for internal use and that salesforce is appropriately trained as such.

Supervisory responsibilities:
There are currently no direct reports or personnel management responsibilities.
The Sales Learning & Development Trainer oversees TM’s in class, meetings and ride alongs. Also, sends filed coaching reports and follow-up to RM’s/NSD’s.

Working conditions:
The job will be performed remotely from a home-based office and will involve regular domestic travel (40% depending on Danone travel guidance, hybrid environment and need). The position is field-based with regular computer and telephone responsibilities as well as travel to interface with sales members and customers when necessary. There is no excessive lifting or physical requirement for the position.

Minimum qualifications:
• Bachelor’s degree
• 5+ years of sales experience or relevant work experience 
• Participation in activities outside of core job responsibilities (e.g. FIT team member, regional sales trainer)
• Proven sales performance track record of success (e.g. meet or exceed goal attainment, being at the top of the ranking, career progression)

Success factors:
• Deliver results
• Problem solver
• Self Motivator
• Highly Organized
• Negotiation skills
• Strong communication skills
• Advanced selling skills
• Collaborates well with others
• “Can-do” attitude
• Effective time management skills
• Excellent customer service skills
• Quick learner
• Establishes credibility and rapport quickly with both internal and external stakeholders
• Shows natural leadership
• Adept and confident with technology

At Danone North America, you’ll work with some of the best-known food and beverage brands in the world like Activia, Silk, Two Good, Oikos, evian, and Happy Family. You’ll be part of one of the largest Certified B Corps™ in the world, working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000+ employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU.

Danone North America is proud to be an Equal Opportunity employer. It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law. For our EEO policy statement and your EEO rights under law click here.

The base compensation range for this position is $100,000 - $125,000 commensurate with experience. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.

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