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| Head of Sales Academy |
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To support the overall Sales Effectiveness (SE) Team through the development and management of the Coaching and Selling Skills training curriculum. KEY TASKS AND RESPONSIBILITIES:
The Head of the Sales Academy (SA) is a key member of the Sales Effectiveness Team. As a member of this team the core responsibilities will include but are not limited to the following areas:
Sales Academy (SA):
Champion and ambassador for the SA to both internal and external customers.
Work with the SE team to define the mission, vision and the objectives of the SA.
Identify and develop the curriculum and content of the SA. The initial and main focus will be on First Line Sales Managers/sales managers, although in the future it will expand to cover more employees of the Sales department. The SA will provide a structured training for individuals associated with sales and it will set training standards for selling activities.
Manage and direct outside vendors, agencies and consultants needed to support the SA activities. This can include: contract negotiation, scoping of work, and budgets. Responsible to ensure the deliverables are met according the plan and within the agreed upon budget.
Coordination of all logistics associated with SA. This could include meeting locations, communication, etc.
Continue to improve and refine the Merck Serono Selling Skills Model (UPACA). Ensure successful implementation of this model through all level of the sales organization and for the oncology, primary and secondary care sales forces. Ensure it is successful integrated into all aspects of the sales cycle, including integration into the CRM model. Ensure successful rollout of the training courses to the sales force, and work closely with regional colleagues to develop a plan of action and to ensure quality of the delivery of the training.
Collaborate with the Marketing Academy to ensure that the UPACA Selling Skills model is integrated into the marketing processes.
Work with HR to provide a systematic developmental process for sales (assessment tools, etc).
Ensure appropriate tools are in place to measure the quality, consistency, implementation, and impact of all training programs directed via the SA.
Ensure the development and accreditation of the Faculty trainers.
Ensure the appropriate forms of blended learning (e-learning, face-to-face training etc) are used to meet the learning objectives of the SE program and the participants.
Accountable to define all the ongoing training and support needed to meet the SE program vision. Ensure awareness of these needs through ongoing regular field visits with both sales people and managers.
Develop and maintain an expert knowledge of sales training and the adult learning principles, through a personal program of continuous learning and development.
Manage all budgets that are pertinent to the current projects/programs.
As a full time Team member of SE:
Full participation in all meetings.
Assistance in planning and coordinating meetings, at the discretion of the Head of SE.
Responsible to ensure that Head of SE and team members are fully informed and updated on all projects/programs on an ongoing basis. This may include preparing presentations, written summaries etc.
Take the lead on other projects or program as directed by the Head of SE |
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Bachelors Degree
MBA
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3 years + |
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English : Speak / Write Fluently
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open-ended |
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unspecified |
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International |
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Geneva |
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Bachelor degree required; MBA would be an asset. A solid experience in pharmaceutical and/or biotechnology sales, sales management and sales training. Experience in application of competency modeling, training process and the adult learning principles. Require solid computer knowledge with Lotus Notes and MS Office (PowerPoint, Excel, Word).
Excellent written and spoken English. Other languages are an asset.
Has superior interpersonal, communication, negotiaton, and presentation skills.
Must have sales, sales management and training experience in a pharmaceutical or biotechnology company.
Proven track record of superior achievements in sales and sales training.
Has proven the ability to take the lead on projects and drive them to successful completion: on time and within budget. Has demonstrated the ability to influence at all levels of the organization.
Excellent organizational skills, with focus on details. |
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Merck Serono is the division for innovative small molecules and biopharmaceuticals of Merck KGaA.
Merck Serono’s global headquarters are located in Geneva, Switzerland. |
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