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Senior Manager, Commercial Training

  • Second Street, Cambridge, Massachusetts, United States
  • Full Time

About the Job

The Senior Manager, Commercial Training is responsible for developing and executing the short- and long-term learning strategy and tactical plan to effectively support the onboarding, knowledge/skill development, and overall training for the US field teams across the Commercial business unit. This includes disease state, product knowledge, business acumen, sales capabilities and other commercial processes and systems.

Key Responsibilities

  • Build and sustain collaborative relationships with key business stakeholders, serving as a thought partner to the business.
  • Cultivate deep business knowledge and partnerships to inform the development of the learning strategy in support of near and long team needs of the business.
  • In partnership with the Product & Capability Training (PCT) team, design, develop, and implement sustained learning programs which increase the skills, knowledge, and performance of the Commercial field teams. This includes all new hire training, ongoing and advanced training, product launches, national, divisional, and regional meetings, distance learning programs, instructor-led programs, and other identified training opportunities and methodologies.
  • Establish training initiatives that help translate Commercial strategy down to actionable behaviors, through both core and advanced programs.
  • Proactively uncover and assess gaps in the knowledge of the Commercial organization, and work with the training team and other departments to address them.
  • Partner with subject matter experts and resources, both internally and externally, to implement and deploy learning solutions.
  • Implement and continuously optimize the new-hire sales training for newly hired field team members.
  • Appropriately manage external vendors to bring high quality services to the commercial team within budget.
  • Provide administrative oversight, manage budgets and timelines, and ensure adherence to all relevant policies and SOPs.
  • Travel domestically up to 30% of the time.
  • Other duties as assigned.


Basic Qualifications

  • Bachelor’s degree
  • 6+ years of pharmaceutical, biotech or diagnostics experience

Preferred Qualifications

  • 2+ years of experience in training, such as field training experience
  • Field sales experience
  • Experience developing training content and evaluating sales training curriculum to ensure a knowledgeable and prepared salesforce
  • Demonstrated experience identifying internal customer needs and making appropriate recommendations for most effective learning and development solutions
  • Experience in CRM (preferably Salesforce.com)
  • Demonstrated knowledge of various sales models (i.e. SPIN, Consultative Selling, etc.)
  • Proven ability to influence and inspire cross-functional teams
  • Working knowledge of technology platforms that support learning and development initiatives
  • Strong understanding of molecular diagnostics for oncology
  • Ability to be flexible in a dynamic work environment
  • Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
  • Strong project management skills
  • Exceptional communication skills
  • Understanding of HIPAA and importance of privacy of patient data
  • Commitment to FMI values: patients, innovation, collaboration, and passion



Confidence, or the belief that we need to check every box before applying for a job, can sometimes hold us back from going after a role that inspires us. At Foundation Medicine there's no such thing as the 'perfect' applicant, and our company is a place where every employee can make an impact and continue to grow whatever background they may have or path they may have taken. So, as long as you meet the basic qualifications for a role, please apply if you see a position that would make you excited to come into Foundation Medicine every day and help us transform cancer care.

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Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action employer and considers all qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin. Further, qualified applicants will not be discriminated against on the basis of disability or protected veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also FMI’s EEO Statement and EEO is the Law and Supplement. If you have a disability or special need that requires accommodation, please let us know by completing this form.  (EOE/AAP Employer)

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