B2B Sales Training And Enablement Manager
Current• Develop and drive comprehensive forward-thinking education initiatives for go-to-market (GTM) new product launches and service offerings to train field sales representatives (300+ nationally).• Act as a thought leader with executive leadership to ensure training materials and enablement strategies support the business strategic goals and workforce effectiveness.• Closely collaborate with cross-functional teams of subject matter experts, facilitators, product, marketing, clinical staff, and legal/regulatory/compliance to ensure that all enablement materials (e.g., presentations, case studies, playbooks, sales messaging, FAQs, e-Learning) are factually accurate and in compliance with corporate standards.• Utilize adult learning theory and instructional design principles to create content in Articulate and serve as Highspot, Salesforce, and Learning Management System (LMS) administrator. • Create and execute the training and communications strategy for Highmark Sales University and manage ongoing communications to sales teams.• Analyze data to evaluate key performance indicators (KPIs) to measure training outcome metrics and return on investment (ROI). Develop learning programs to address performance gaps.• Plan and execute all corporate meetings and sales events, including quarterly town hall meetings, annual sales summit, conferences, trade shows, client events, workshops, and kick-offs.• Partnered with pharmacy and clinical market strategy teams to create a specialized learning series focused on developing professional selling skills on the key value drivers of our pharmacy solutions, including biosimilar strategy, gene therapy, and innovative contracting models for specialty drugs.• Created and launched a new 90-day onboarding curriculum for all new hires. Managed a team of 15 people to create 140+ role-based learning modules on a wide variety of topics, including selling skills and account management best practices.
