Global Sales Training

JOB DESCRIPTION

About Straumann Group

The Straumann Group (SIX: STMN) is a global leader in tooth replacement and orthodontic solutions that restore smiles and confidence. It unites global and international brands that stand for excellence, innovation and quality in replacement, corrective and digital dentistry, including Anthogyr, ClearCorrect, Medentika, Neodent, NUVO, Straumann and other fully/partly owned companies and partners. In collaboration with leading clinics, institutes and universities, the Group researches, develops, manufactures and supplies dental implants, instruments, CADCAM prosthetics, orthodontic aligners, biomaterials and digital solutions for use in tooth correction, replacement and restoration or to prevent tooth loss.

Headquartered in Basel, Switzerland, the Group currently employs more than 12.000 people worldwide. Its products, solutions and services are available in more than 100 countries.

The Straumann Group unites global reach, experience and innovation with passion and a commitment for uncompromising quality, making enhanced dental healthcare available and accessible to customers and patients around the globe. The group unites global and international brands that stand for excellence, innovation, and quality, including Straumann, Neodent, Anthogyr, Medentika, ClearCorrect, Dental Wings and other fully- or partly owned companies and partners.

In 2017 Straumann entered the highly attractive market for Clear Aligner to support its strategy as becoming the leading provider for esthetic dentistry solutions. To achieve this step, the Straumann Group acquired the US-based company ClearCorrect. With determination, ClearCorrect grew into a viable player in the clear aligner space, which attracted the attention of many customers globally since 2006. Acquiring ClearCorrect has provided Straumann with technology and expertise in orthodontics.

People and culture are the Straumann Group’s greatest assets; they are the keys to high performance and sustainable success. We strive for a culture that builds trust and collaboration, fosters diversity, embraces change, promotes agility, learning and innovation, creates opportunities, allows people to make mistakes and encourages them to take both responsibility and ownership. The fundamental driver of our culture is the player-learner mindset, which we seek to inspire and nurture in every employee. 

About the role

The Global Sales Training & Commercial Enablement specialist (f/m/d) is responsible for the development, design, implementation, and delivery of comprehensive sales training programs that support our rapidly growing Orthodontics business globally (which includes our clear aligner brand, ClearCorrect). 

In this role, you will work closely with the Regional Sales Trainers to conduct a skill gap analyses, develop training content, and execute training programs that advance the skills, knowledge and abilities of current sales teams, sales managers, and new hires—ensuring they are able to perform at a high level and have the necessary skills to achieve their goals and increase customer satisfaction. As a Global Sales Training Specialist, you will be regarded as a subject matter expert with a thorough understanding of commercial sales, product/technology as well as the learner (employee), their educational and training needs, and the evolving marketplace. 

In this role you will

Design and develop training curricula, programs, modules, and materials:

For internal employees, including current sales teams, sales managers, and new hires.

Ensuring global scalability, reproducibility, professionalism, and effectiveness of training content for multiple delivery methods both physical and digital, including remote learning, classroom learning, interactive e-learning modules, videos, articles, and hands-on labs In an engaging manner that is inclusive of various adult learning styles by collaborating with internal stakeholders (Marketing, Clinical, R&D, Sales, Product/Project Management, etc.) and external experts & faculty on a variety of topics, including product information, clinical application, professional effectiveness, selling skills, account planning, and territory management.

Create and execute effective gap analyses and assessments that can identify any gaps or areas of improvement for sales teams and sales managers, and develop training plans to support the areas requiring improvement

Coordinate (internally and with outside agencies), to plan and execute sales training events (in-person or virtual) to train internal employees and regional sales teams 

Coordinate with regions to conduct regular individual and team sales performance review sessions to identify strengths and weaknesses

Monitor regional sales objectives and results in order to evaluate training programs effectiveness and ensure incorporation of taught techniques

Collect regular feedback from regional Sales Trainers for their sales representatives for training courses and programs leveraged in their regions

Stay up-to-date with employee development trends

Report on impact and effectiveness of training programs (e.g. sales achieved)

Maintain updated records of training materials, curricula and costs of sales training programs

Manage courses and trainings in the internal Learning Management System (weLearn) and maintain course catalogs and learning paths

Maintain an in-depth knowledge of the Straumann Group Orthodontics portfolio, customers, and business objectives to develop, implement and execute sales training programs that align with our business unit products and goals

Effectively incorporate new methods of learning, instructional techniques, and instructional technologies to develop new, exciting, and compelling learning solutions

Engage field organization through periodic visits to understand the current competitive and clinical environment and makes necessary changes to the sales curriculum to ensure sales teams are adequately trained

Nurture a reliable network of internal and external professionals to support content development and best-practice sharing for continuous improvement

About the candidates we would like to interview

Minimum Qualifications:

Bachelor's degree in business, instructional design, communication, education, or equivalent field 

3 years’ sales/marketing/training experience in dentistry, orthodontics, or related discipline 

Familiarity with sales methodologies, processes, and techniques 

Excellent presentation, interpersonal, and communication skills 

Strong written and verbal communication skills with ability to effectively communicate at multiple levels in the organization

Excellent computer and software skills (experience with Microsoft Office or Adobe Creative Cloud required) in graphics, word-processing, databases, authoring programs, etc., to develop presentation materials

Preferred Qualifications:

Previous sales training experience (e.g., field sales training, regional sales training, or similar training role)

Experience working with Learning Management Systems (LMS) and content creation platforms

Demonstrated ability to simplify and explain complex topics (including topics that are clinical in nature) effectively and experience developing others

Hands-on experience with e-learning platforms

Ability to manage the full training cycle, including in-person training activities and web-based learning

Detail-oriented with the ability to multitask to handle multiple projects

Ability to work within a team as an individual contributor in a fast paced and rapidly changing environment

Ability to work in a highly matrixed and geographically diverse business environment

Ability to apply the fundamental concepts and practices to conduct needs assessment and design training and education programs

Ingenuity and willingness to develop creative solutions to complex problems within defined constraints

Self-starter who needs minimal supervision and able to effectively manage through ambiguity

Affinity for training and educating others

Additional qualities of the successful candidate include the following:

Resourceful and Hands-on: An energetic, resourceful, agile, and hands-on individual who operates effectively with minimum direction and pursues objectives and works to deliver against goals relentlessly; able to get to the heart of issues rapidly and act decisively

Team Player: From a basis of strong self-awareness, excellent interpersonal skills; fosters team-first mentality and shares wins and successes; creates an open and transparent environment in which individuals can team together to drive optimal outcomes

Results-driven: Brings a fire in the belly and is counted on to meet or exceed commitments on time, every time; has a genuine passion for patient outcomes and quality

Collaborative Relationship-builder: Able to build deep relationships with key internal and external stakeholders, and work closely with/ and earn the respect and trust of other teams

Integrity: Possesses unquestionable integrity and is intellectually curious; is known as an honest, trustworthy, ethical, and straightforward individual, capable of presenting the unvarnished truth in an appropriate and helpful manner

Equal Opportunity and Affirmative Action Employer (US applicants only)
Straumann Group is an equal opportunity employer and will not discriminate against any employee or applicant for employment on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national origin, age, veteran status, or disability unrelated to job requirements. Straumann Group will take affirmative action to ensure that qualified applicants are employed and that employees are treated without regard to their race, age, color, religion, sex, sexual orientation, gender identity, national origin, veteran and disability status. In compliance with U.S. Department of Labor Executive Order 11246, Section 503 of the Rehabilitation Act, and Section 4212 of the Vietnam Era Readjustment Assistance Act, Straumann Group has developed and maintains an affirmative action program and plan.

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