Associate Director, Field Sales Trainer, West Zone

POSITION SUMMARY 

The Field Sales Trainer is responsible for driving field force capability development through field coaching, training reinforcement, and Zone-level pull-through of commercial initiatives. This role partners closely with the Zone Director, Regional Business Managers, Marketing, and Commercial Training to identify performance opportunities, reinforce effective selling behaviors, and support consistent execution of brand strategy across the field sales organization.

The Field Sales Trainer serves as a critical link between field execution and cross-functional commercial strategy by providing insights and feedback on marketing messaging, field strategy, selling skills, field team development opportunities, and training effectiveness.

Assigned Area: West Zone: TN, LA, TX, MO, CA, CO, UT, OR, WA, AZ, IN, MO, IL, WI, NM, NE

JOB FUNCTIONS/RESPONSIBILITIES

Field Coaching and Sales Capability Development

The Field Sales Trainer will provide in-field coaching and development support to enhance field team effectiveness, execution quality, and customer engagement.

Responsibilities include:

• Conduct field rides and coaching sessions with sales representatives to reinforce approved selling skills, messaging, and execution standards.
• Observe customer interactions and provide timely, actionable coaching focused on improving performance and business impact.
• Identify individual and team development opportunities related to selling skills, clinical acumen, account planning, business ownership, and customer engagement.
• Support a culture of continuous learning, accountability, and performance excellence across the Zone.
• Reinforce best practices and desired behaviors aligned to company expectations and commercial objectives.

Zone-Level Strategy Pull-Through

The Field Sales Trainer will support execution of commercial, marketing, and training initiatives at the Zone level.

Responsibilities include:

• Partner with the Zone Director to support pull-through of brand strategy, field strategy, and national commercial initiatives.
• Help ensure consistency of approved messaging and selling approaches across regions within the Zone.
• Support implementation of marketing campaigns, training programs, launch initiatives, and key business priorities.
• Translate national training and marketing direction into practical field applications.
• Identify barriers to execution and recommend solutions to improve field adoption and effectiveness.

 Insights, Feedback, and Gap Identification

The Field Sales Trainer will provide meaningful insights to leadership and cross-functional partners regarding field execution and market dynamics.

Responsibilities include:

• Provide regular insights and feedback to the Zone Director, Regional Business Managers, Marketing, and Commercial Training.
• Identify gaps in marketing messaging, sales resources, field strategy, training content, and field team readiness.
• Share observations on customer engagement, competitive dynamics, market access considerations, and field execution challenges.
• Recommend enhancements to training, tools, messaging reinforcement, and coaching approaches.
• Act as a feedback conduit between field teams and internal commercial stakeholders.

Cross-Functional Collaboration

The Field Sales Trainer will work closely with commercial leadership and internal partners to support aligned execution.

Responsibilities include:

• Collaborate with Regional Business Managers to identify regional performance opportunities and development needs.
• Partner with Commercial Training to reinforce training programs and provide feedback on training effectiveness.
• Partner with Marketing to share field insights related to messaging clarity, customer response, resource utilization, and strategic pull-through.
• Support meetings, workshops, POAs, launch meetings, and other training or commercial events as needed.
• Influence without direct authority to drive alignment, consistency, and field adoption.

 Compliance and Operational Excellence

The Field Sales Trainer is expected to operate with a high degree of professionalism, integrity, and compliance.

Responsibilities include:

• Ensure all coaching, training reinforcement, and field activities are conducted in accordance with company policies and applicable legal, regulatory, and compliance requirements.
• Reinforce the appropriate use of approved materials and messaging.
• Maintain accurate documentation of field coaching activities, insights, and development themes as required.
• Demonstrate strong judgment when providing feedback, escalating concerns, and representing field needs to internal stakeholders.

QUALIFICATIONS

Education/Experience:

• Bachelor’s degree required.
• 7+ years of pharmaceutical, biotech, or specialty sales experience.
• Demonstrated success in field sales, launch execution, or competitive market environments.
• Strong understanding of sales execution, territory management, account planning, and customer engagement.
• Demonstrated ability to coach, influence, and develop others.
• Strong communication, facilitation, and presentation skills.
• Ability to synthesize field insights and communicate actionable feedback to leadership and cross-functional partners.
• Ability to travel frequently within the assigned Zone.

PREFERRED REQUIREMENTS

• Prior experience in field sales training, sales leadership, mentoring, or coaching roles.
• Rare disease, specialty pharmaceutical, hepatology, gastroenterology, or relevant therapeutic area experience.
• Experience supporting first-in-class launches or highly competitive markets.
• Experience partnering with Marketing, Sales Leadership, and Commercial Training.
• Strong clinical aptitude and ability to translate complex information into clear field application.

 

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