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Sales Trainer
Elsevier
Philadelphia, PA, United States
Job Details - this job has expired, please see similar jobs below
Position Description: The Sales Training Manager will help empower the Elsevier Clinical Solutions Sales Force by participating in the design, development, and implementation of sales performance enablement and coaching programs for sales leaders and individual contributors for continuous performance improvement and ongoing skills development.
Responsibilities include management of the Learning Management System (Brainshark) and integration with our CRM platform (Salesforce), development of New Hire Sales Curriculum and Certification Programs, advanced sales skills, product and system skills facilitation and assist with the planning and execution of the National Sales Meeting.
The position will assist the Director of Sales Training toward achievement of sales result, client retention and increased market share.
Job Responsibilities: Specific responsibilities associated with the position are as follows:
Implement, manage and maintain Sales Enablement Tool and Learning Management System (Brainshark). Leverage the LMS to support New Hire
Onboarding and Web-Based Training
Review, improve, expand and manage the successful implementation and delivery of a robust performance-based onboarding program for sales representatives and new hires, in partnership with sales and other cross-functional leadership and the larger Global Sales Effectiveness team, to ensure high standards are met right from the start. The program may include quarterly 'Bootcamp' for New Hires, Online and Classroom training and assessment and
Sales Rep live demo and presentations sessions to achieve levels of certification
Design and implement a sales certification program on defined Elsevier Clinical Solutions (CS).
Review, improve, expand the existing training curriculum to meet high quality standards and certification and competency expectations. Use CS Competency
Framework, gap assessments and eLearning platform to build a sustainable and measurable environment of training and development of all Sales Staff.
Partner with cross functional teams for a successful strategy and execution of programs, events, materials, and interventions to improve performance
Actively track sales team progress and monitor the effectiveness of existing programs; evaluate projected new tools, curricula and programs to determine overall effectiveness
Understand how Elsevier Clinical Solutions are used in the industry to better train, present and position products to meet the customers' needs
Evaluate and assess needs of the sales organization to recommend and customize appropriate performance improvement strategies, programs, interactions, and coaching for sales teams
Develop effective communication vehicles to ensure programs are fully understood and appropriately valued by the sales channel and other stakeholders
Identify and find solutions to potential performance problems which may be systemic to the organization
Facilitate learning and performance enablement programs in partnership with management and cross-functional leaders
Continuously work with management to refine strategy to optimize efficiency and results
Structure, design, and develop learning experiences in partnership with subject matter experts and sales leadership. These include onboarding, certification, skills development, and manager coaching programs
Accountabilities and Performance Measures:
Achievement of strategic objectives including robust implementation and use by Sales of Learning Management System (Brainshark) and integration with CRM (Salesforce)
Measured against the number of new hires and sales enablement tools usage
Accountable for development of sales certification and cross-functional training programs
Achievement of strategic objectives defined by Director Sales Training, Executive Management and Sales leadership
Strong work ethic and commitment to overall success of Elsevier
Organizational Alignment:
Reports to the Director, Sales Training of Elsevier Clinical Solutions
No Direct reports
Foster close, cooperative relationships with sales teams and leaders, product and marketing personnel and global sales effectiveness resources
Qualifications:
A bachelor’s degree is required
Minimum 5 years of experience preferred in sales and/or sales training
Excellent communication and presentation skills
Experience with Learning Management Systems, Brainshark experience is preferred
Healthcare industry experience is preferred but not required
Demonstrated ability to create and implement effective sales training strategies in complex selling environments
Proven ability to lead, a self-starter, goal oriented, and comfortable with a changing environment
Demonstrated performance consulting, project management, learning experience design, and facilitation skills
Leadership development and coaching experience
Demonstrated business acumen, strategic thinking, and confidence
Demonstrated ability to originate a creative and innovative approach to address performance gaps
Experience structuring and implementing sales development programs (ongoing and continuation training)
Experience partnering with sales leadership to drive sales performance initiatives
Travel requirements approximately 35%
We Offer:
Competitive Salary commensurate with experience + annual bonus
Excellent Medical, dental, and 401K benefits
Assistance and training to support you
Numerous online resources to assist with your self-development and career progression
Company Overview: The Clinical Solutions Division of Elsevier uses its industry-leading intellectual property and content to create Clinical and Drug Reference, Patient Engagement, Performance Management, Workflow and Decision Support products for healthcare professionals across a range of practice settings and commercial organizations. These products and tools aid in disease management, medication error reductions, workflow improvements, effective patient management and economic analysis and cost control.
The Clinical Solutions Sales Team sells a suite of enterprise solutions to healthcare providers, including:
Reference & Decision Support
Clinical Reference Suite:
ClinicalKey is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it
ClinicalKey for Nursing is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it
Clinical Pharmacology powered by ClincalKey empowers healthcare professionals to deliver the best care and patient safety by providing the fastest access to the most current, accurate and clinically relevant drug information and trusted evidence to make sound medication decisions
Clinical Practice
Care Planning - combines the patient’s story, standardized assessments, and over 500 evidence-based clinical practice guidelines into one patient-centered plan of care. The only solution that is delivered directly through the EHR, Care Planning is pre-built and ready for adoption and implementation.
Care Planning Ambulatory - Building on Elsevier’s strong foundation of interprofessional care, the Care Planning Ambulatory collection now extends these benefits to care providers across all care settings. The solution delivers clinical workflow tools and evidence-based guides specifically targeted to support the care team in delivering care in the ambulatory setting. Offered with Professional Practice Services the solution will support effective transitions of care, provide one longitudinal plan of care and support coordinated care delivery.
Gold Standard Drug Database (GSDD) - is a comprehensive database that provides medication decision support as well as data needed for drug transactions. GSDD’s content is programmed into health information systems such as pharmacy systems, EHRs and PBMs. The content then interacts with actual patient-specific data to provide medication safety alerts and clinical information. GSDD also provides drug product and drug pricing data, drug images, patient education, and regulatory information.
Order Sets - are an intuitive, cloud-based order set solution that enables physicians, clinicians, and informaticists to author, review, and manage order sets in a collaborative environment. Saving you time and resources. Easily integrated into the EHR, Elsevier Order Sets adapts to your organization, working within your existing workflow and using your established terminology and order items.
Stanson Health CDS & Analytics - provides integrated patient-specific alerts delivered in real-time and optimized for a physician’s clinical workflow. With in-depth analytics, Stanson provides better oversight and evaluation of physician order decision-making to help impact quality and costs through meaningful change in physician order habits.
Via Oncology – Acquisition announced 1/18/18 – Via Oncology is a national leader in decision support tools for cancer. The Via Pathways span the continuum of cancer care including workup, diagnostics, treatment, symptom management, survivorship and advance care planning. Via Oncology also supports its cancer center customers through quality reporting, patient education, clinical trial support, nurse triage and medical home tools. The Via Pathways are licensed by cancer centers in 28 states including over 1,500 oncology providers in community, hospital and academic-based settings.
Learning and Competency Management
Elsevier Performance Manager (EPM) - is a web-based learning and performance management system (LMS) that facilitates training and manages learner proficiency. EPM allows customers to administer and manage education as well as communicate within their organization.
Elsevier Clinical Skills (formerly Mosby’s Skills) - enables organizations to standardize education and manage competency among their nurses, therapists and other health professionals. By combining over 1,300 evidence-based skills and procedures with competency management functionality, it helps ensure that knowledge and skills are current and reflective of best practices and the latest clinical guidelines.
Clinical eLearning - provides authoritative online education to support clinical practice and the development of nurses and other health professionals. Organizations can reduce care variability and improve patient outcomes by delivering accessible, evidence-based educational content that supports practice improvement, orientation of new clinicians and continuing education for experienced clinicians.
Home Health Care – Developed for home health care nurses, therapists and other personnel across the organization.
Journals Consult – is an online journal subscription service powered by the ScienceDirect platform. Customers can customize a subscription to as little or as many of the essential health sciences journals they need and then access the journals online using ScienceDirect’s powerful features.
Procedures Consult – is an interactive multimedia training and reference solution that helps medical professionals prepare for, perform and test their knowledge of key medical procedures. It is designed to enhance procedures competency for medical professionals and is especially known in residency programs.
Revenue Cycle Coding and Compliance - Elsevier offers a full suite of education solutions designed to help healthcare organizations optimize staff performance and data quality for value-based programs and financial health. Through education and training, staff can be confident in their coding and data abstraction skills, and be empowered to help obtain appropriate reimbursement, reduce risk, and improve performance.
DirectCourse - provides an easy and affordable way to train direct support and personal care professionals and includes curricula for the workforce that supports people in each of the following areas: IDD, employment services, aging and physical disabilities, and mental health.
PolicyManager (External Partner – Policy Medical) – Improves oversight for policies & procedures by automating all of the manual process in policy lifecycle management. Supports patient safety and quality improvement as staff remains current with guidelines, best practices and protocols. Maintains accreditation and compliance requirements. Documents are readily available and easy to comply to, giving the ability to track employee compliance and demonstrate to regulatory accrediting bodies. Features - State of the art search capabilities for policies and procedures, easy attestation and instant compliance, simple, effective collaboration and workflow tools, easy archiving and reduction of policy duplication
Patient Engagement
Interactive Patient Education Text and Video – (Formerly called ExitCare and ExitCare Onscreen) - includes comprehensive text and video education content spanning the continuum of care. It covers thousands of health topics in multiple languages and accommodates varying literacy levels. Interactive Patient
Education seamlessly integrates with your EHR, so the information is documented in the health record and directly accessible to patients anytime, anywhere– on mobile devices, in patient portals and on bedside TVs.
VUCA Health (External Partner) - Through a partnership with VUCA Health, Elsevier leverages the world’s largest and most robust medication video library. Patient Medication Videos by VUCA improve medication safety and patient education and deliver operational efficiencies by offering a high quality and scalable way to share easy-to-understand medication information with patients
The Health Library - is a consumer-focused library of patient education materials providing valuable information on a wide variety of topics, including medications, symptoms, diseases, conditions and wellness information. Accessible through the patient portal or facility website, it addresses the increasing patient demand to understand more about their health and reinforces the healthcare organization as a trusted resource.
Professional Practice Services - ClinicalKey Services that promote speed to value and maximize the value you receive from your Elsevier investment through accelerating EHR integration and deepening and broadening adoption, collaboration and practice transformation.
Wiser Care – Partnership Agreement – an advanced solution for supporting patients, their families, and providers in shared decision making. It helps patients and their families express their values and preferences, review personalized risks and benefits of treatment options, prepare for meetings with clinicians, and make personal healthcare decisions. It helps clinicians better understand their patients' goals and preferences, enabling them to have more productive and satisfying visits. The company has worked with several top health systems to show significant improvements in quality, decision readiness and patient satisfaction.
GetWellNetwork – Partnership Agreement - the leading interactive patient system which delivers video education and other content to the hospital bedside.
GetWellNetwork provides patients with relevant information on nearly every service line, diagnosis and procedure. Its collaboration with Elsevier makes it easier for health systems to take advantage of best-in-class patient education and delivery systems that engage patients and support providers. Patient-provided feedback through GetWellNetwork solutions will inform Elsevier on ordering habits, video consumption and patient ratings, enabling both organizations to continually enhance their offerings and create more personalized patient and family experiences
Professional Practice Services Our services are designed to build on the strength of your clinicians at the point of care as you continue on your path to sustainable and measurable practice improvements. Key services include point of care practice advancement, top of license practice and professional role competency, and organizational culture transformation.
Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.