Director of Commercial Brand Training
Dompé farmaceutici S.p.A., San Mateo, California, United States, 94409
Director of Commercial Brand Training
Job Area: Sales (Biotech Commercial + Primary Care Commercial).
Job Category: Professionals.
Job Site: Remote.
Location: San Mateo, CA, US.
Dompé is an Italian biopharmaceutical company that focuses on innovation. The company has a long tradition of personal wellness and a strong commitment to research and development to meet unmet therapeutic needs. Established in 1940 in Milan, Dompé operates an industrial and biotech research hub in L’Aquila and has branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees, with U.S. headquarters in Boston (R&D) and the San Francisco Bay Area (Commercial Operations).
Job Summary Dompé is seeking a Director of Commercial Brand Training, US Biotech responsible for the development and execution of a strategic and tactical learning program supporting the Commercial organization. This role will report to the Head of Talent, Learning & Development, US Biotech. The Director will design and deliver learning programs that reinforce competencies and enhance capabilities needed to drive brand objectives, including on‑boarding, product launch planning, promotional resource training, workshop development, account planning, and selling skills. The role requires high collaboration with Sales, Brand Marketing, Market Access, Medical, Operations, HR, IT, Legal and Compliance teams.
Candidates must thrive in a fast‑paced, innovative environment, possess excellent interpersonal skills and a proven track record in commercial roles, and be able to translate strategy into actionable training plans. Demonstrated ability to analyze complex issues, develop realistic plans, and communicate complex information in a simple manner to help others succeed while mitigating compliance risks is essential.
Essential Functions New Hire Onboarding
Collaborate with leadership for each commercial/brand department to design a compliant onboarding experience for new hires, including other cross‑functional hires requiring product/disease state training.
Serve as primary stakeholder for the Key Account Manager (KAM) and Regional Sales Director (RSD) promoting Oxervate to Eye Care Professionals (ECPs).
Develop a consistent training curriculum covering NK disease state, Oxervate data, company history, competitive landscape, brand priorities/KPIs, access & reimbursement, promotional resources, organization structure, and compliance.
Act as a bridge between Marketing and Sales to ensure strategic direction is clear and execution KPIs are achieved.
Ensure all training modules are PRC approved and up to date; develop new modules as needed.
Maintain a roadmap and web‑based portal to deliver brand training; keep the platform current.
Collaborate with cross‑functional partners to plan and deliver live or virtual training during new‑hire meetings.
Establish a process with new hires’ managers to ensure mastery of the curriculum before customer engagement.
Ongoing Disease State, Clinical, Promotional Resource, and Access Training
Maintain clinical acumen and fluency on Oxervate clinical data, promotional resources, enrollment processes, and common objections.
Work with Marketing, Sales, Medical & Market Access to identify training needs for the commercial team.
Cross‑train other commercial roles (Marketing, Patient Access Manager, Field Access Manager) to ensure compliant awareness of NK and Oxervate.
Collaborate with content owners to develop training slides and pre‑work.
Provide KAM training on clinical selling, data utilization, promotion ordering, congress submissions, and speaker programs.
Partner with Sales Ops to deliver ongoing training for KAMs on business analytics, CRM, DDR, and strategic planning.
Advocate for L&D initiatives of the Sales Competencies and FCR tool.
Ensure timely submission of training decks to PRC or compliance before live sessions.
Explore innovative platforms such as podcasts, gaming, and confidence‑based learning.
Skill Development & L&D for Front‑Line Leaders
Work with HR, L&D, and leadership to identify ongoing skill development needs.
Identify internal or external vendors for training on leadership, presentation, Zoom, Excel, and system skills.
Serve as a certified trainer for designated development platforms.
Provide coaching excellence through personalized guidance and real‑world examples.
Develop training on leadership skills, performance improvement, creative problem‑solving, and field contact reporting.
Master Repository for Brand Training Assets
Develop a central, secure repository for all brand training resources.
Ensure archived training calls are easily accessible.
Collaborate with compliance and quality for audit trail maintenance.
Align KAM/RSD competencies and learning lanes within the repository.
Support Individual Development Discussions (IDPs) for KAMs with training resources.
Workshops for Live & Virtual Meetings
Design and deliver workshops for regional and national meetings.
Obtain PRC/compliance approval for all workshop materials.
Create interactive training experiences when live meetings are not possible.
Key Account Manager “Field‑Based Trainers”
Collaborate with FBTs and RMs to support new hire training.
Provide compliance, coaching, and facilitation training to FBTs.
Maintain regular communication with FBTs to meet training needs.
Advanced Training Plan for Senior KAMs
Develop advanced skills and professional development curriculum.
Explore preceptorship with physicians or institutions for advanced clinical skills.
Commercial Training Calendar & Planning
Collaborate with the Director, US Training to create and maintain an annual training calendar.
Collect updates and training needs from each department.
Determine optimal forums for training delivery (national calls, regional calls, live meetings).
Communicate upcoming training dates to field and marketing teams.
Schedule training calls on Outlook and invite appropriate attendees.
Training Vendor Sourcing & Management
Source training vendors and build a “kitchen cabinet” of innovative virtual training solutions.
Lead RFP processes and ensure vendor compliance with deliverables.
Establish SOWs and MSAs with vendors before work begins.
Partner with Cross‑Functional Enabling Functions
Gather insights on coaching matrices (Skill/Will, 9‑Box) to assess performance and tailor coaching.
Lead strategic project implementation with detailed plans and resource allocation.
Requirements
10+ years of pharmaceutical or broader healthcare experience, with commercial experience strongly preferred. People‑management experience is a plus.
Recent ophthalmology market experience, ideally in anterior segment; optometry experience is a plus.
Proven history of launching new products and driving brand growth.
Superior organizational, clinical, technical, and communication skills; ability to prioritize, meet deadlines, and problem‑solve.
Experience in complex matrixed environments with diverse stakeholders.
Program management, learning & development, instructional design, and e‑learning experience is a plus.
Bachelor’s degree required; master’s degree preferred.
Up to 30% travel required.
Ability to identify training needs and deliver training that develops others.
Excellent oral and written communication, presentation, and people skills.
Collaboration with cross‑functional teams and vendors.
In‑depth knowledge of ophthalmology and optometry marketplace.
Strong time‑management and multi‑tasking abilities.
Project management skills with measurable impact.
High performer capable of setting vision and providing clear direction across stakeholders.
Benefits of Joining Our Team
Comprehensive medical benefits.
Generous vacation / holiday time off.
Competitive 401(k) matching.
A welcoming team focused on transforming lives through innovative therapies.
Salary: $215,000 – $245,000 per year. The compensation package includes a competitive base salary, incentive bonus, and benefits package customary to the position. Pay is determined based on experience, qualifications and location.
We believe that the unique contributions of all employees create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital or veteran or disability status. All information will be kept confidential according to EEO guidelines.
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Dompé is an Italian biopharmaceutical company that focuses on innovation. The company has a long tradition of personal wellness and a strong commitment to research and development to meet unmet therapeutic needs. Established in 1940 in Milan, Dompé operates an industrial and biotech research hub in L’Aquila and has branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees, with U.S. headquarters in Boston (R&D) and the San Francisco Bay Area (Commercial Operations).
Job Summary Dompé is seeking a Director of Commercial Brand Training, US Biotech responsible for the development and execution of a strategic and tactical learning program supporting the Commercial organization. This role will report to the Head of Talent, Learning & Development, US Biotech. The Director will design and deliver learning programs that reinforce competencies and enhance capabilities needed to drive brand objectives, including on‑boarding, product launch planning, promotional resource training, workshop development, account planning, and selling skills. The role requires high collaboration with Sales, Brand Marketing, Market Access, Medical, Operations, HR, IT, Legal and Compliance teams.
Candidates must thrive in a fast‑paced, innovative environment, possess excellent interpersonal skills and a proven track record in commercial roles, and be able to translate strategy into actionable training plans. Demonstrated ability to analyze complex issues, develop realistic plans, and communicate complex information in a simple manner to help others succeed while mitigating compliance risks is essential.
Essential Functions New Hire Onboarding
Collaborate with leadership for each commercial/brand department to design a compliant onboarding experience for new hires, including other cross‑functional hires requiring product/disease state training.
Serve as primary stakeholder for the Key Account Manager (KAM) and Regional Sales Director (RSD) promoting Oxervate to Eye Care Professionals (ECPs).
Develop a consistent training curriculum covering NK disease state, Oxervate data, company history, competitive landscape, brand priorities/KPIs, access & reimbursement, promotional resources, organization structure, and compliance.
Act as a bridge between Marketing and Sales to ensure strategic direction is clear and execution KPIs are achieved.
Ensure all training modules are PRC approved and up to date; develop new modules as needed.
Maintain a roadmap and web‑based portal to deliver brand training; keep the platform current.
Collaborate with cross‑functional partners to plan and deliver live or virtual training during new‑hire meetings.
Establish a process with new hires’ managers to ensure mastery of the curriculum before customer engagement.
Ongoing Disease State, Clinical, Promotional Resource, and Access Training
Maintain clinical acumen and fluency on Oxervate clinical data, promotional resources, enrollment processes, and common objections.
Work with Marketing, Sales, Medical & Market Access to identify training needs for the commercial team.
Cross‑train other commercial roles (Marketing, Patient Access Manager, Field Access Manager) to ensure compliant awareness of NK and Oxervate.
Collaborate with content owners to develop training slides and pre‑work.
Provide KAM training on clinical selling, data utilization, promotion ordering, congress submissions, and speaker programs.
Partner with Sales Ops to deliver ongoing training for KAMs on business analytics, CRM, DDR, and strategic planning.
Advocate for L&D initiatives of the Sales Competencies and FCR tool.
Ensure timely submission of training decks to PRC or compliance before live sessions.
Explore innovative platforms such as podcasts, gaming, and confidence‑based learning.
Skill Development & L&D for Front‑Line Leaders
Work with HR, L&D, and leadership to identify ongoing skill development needs.
Identify internal or external vendors for training on leadership, presentation, Zoom, Excel, and system skills.
Serve as a certified trainer for designated development platforms.
Provide coaching excellence through personalized guidance and real‑world examples.
Develop training on leadership skills, performance improvement, creative problem‑solving, and field contact reporting.
Master Repository for Brand Training Assets
Develop a central, secure repository for all brand training resources.
Ensure archived training calls are easily accessible.
Collaborate with compliance and quality for audit trail maintenance.
Align KAM/RSD competencies and learning lanes within the repository.
Support Individual Development Discussions (IDPs) for KAMs with training resources.
Workshops for Live & Virtual Meetings
Design and deliver workshops for regional and national meetings.
Obtain PRC/compliance approval for all workshop materials.
Create interactive training experiences when live meetings are not possible.
Key Account Manager “Field‑Based Trainers”
Collaborate with FBTs and RMs to support new hire training.
Provide compliance, coaching, and facilitation training to FBTs.
Maintain regular communication with FBTs to meet training needs.
Advanced Training Plan for Senior KAMs
Develop advanced skills and professional development curriculum.
Explore preceptorship with physicians or institutions for advanced clinical skills.
Commercial Training Calendar & Planning
Collaborate with the Director, US Training to create and maintain an annual training calendar.
Collect updates and training needs from each department.
Determine optimal forums for training delivery (national calls, regional calls, live meetings).
Communicate upcoming training dates to field and marketing teams.
Schedule training calls on Outlook and invite appropriate attendees.
Training Vendor Sourcing & Management
Source training vendors and build a “kitchen cabinet” of innovative virtual training solutions.
Lead RFP processes and ensure vendor compliance with deliverables.
Establish SOWs and MSAs with vendors before work begins.
Partner with Cross‑Functional Enabling Functions
Gather insights on coaching matrices (Skill/Will, 9‑Box) to assess performance and tailor coaching.
Lead strategic project implementation with detailed plans and resource allocation.
Requirements
10+ years of pharmaceutical or broader healthcare experience, with commercial experience strongly preferred. People‑management experience is a plus.
Recent ophthalmology market experience, ideally in anterior segment; optometry experience is a plus.
Proven history of launching new products and driving brand growth.
Superior organizational, clinical, technical, and communication skills; ability to prioritize, meet deadlines, and problem‑solve.
Experience in complex matrixed environments with diverse stakeholders.
Program management, learning & development, instructional design, and e‑learning experience is a plus.
Bachelor’s degree required; master’s degree preferred.
Up to 30% travel required.
Ability to identify training needs and deliver training that develops others.
Excellent oral and written communication, presentation, and people skills.
Collaboration with cross‑functional teams and vendors.
In‑depth knowledge of ophthalmology and optometry marketplace.
Strong time‑management and multi‑tasking abilities.
Project management skills with measurable impact.
High performer capable of setting vision and providing clear direction across stakeholders.
Benefits of Joining Our Team
Comprehensive medical benefits.
Generous vacation / holiday time off.
Competitive 401(k) matching.
A welcoming team focused on transforming lives through innovative therapies.
Salary: $215,000 – $245,000 per year. The compensation package includes a competitive base salary, incentive bonus, and benefits package customary to the position. Pay is determined based on experience, qualifications and location.
We believe that the unique contributions of all employees create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital or veteran or disability status. All information will be kept confidential according to EEO guidelines.
#J-18808-Ljbffr