Director of Commercial Brand Training
SupportFinity™, San Francisco, California, United States, 94199
Job Overview
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 of Commercial Brand Training, US Biotech will support and create a learning program to reinforce the competencies and enhance capabilities required to drive brand objectives, including new hire onboarding & curricula, new product or indication launch planning, promotional resource training, workshop development & execution, account planning and resource training, and selling skills. The role requires a high level of collaboration with Sales, Sales leadership, Brand Marketing, Market Access, Medical, Operations, HR, IT, Legal and Compliance.
Candidates must enjoy working in a fast-paced, innovative environment. Excellent interpersonal skills demonstrated track record of success in commercial field role(s), and ability to analyze complex issues and develop relevant and realistic plans, training programs, and recommendations to address these needs. Demonstrated ability to translate strategy into action; excellent analytical skills and clinical acumen, and an ability to communicate complex information in a simple way to help others succeed and mitigate compliance risks for the company.
OXERVATE is a first in class treatment for neurotrophic keratitis, a rare corneal disease impacting approximately 65,000 people in the United States. Given the first-in-class nature and strong clinical profile of OXERVATE, the US team, as well as our partners in Italy, will be growing in the coming years.
Essential Functions
New hire onboarding
Collaborate with the leadership team for each commercial/brand department on the overall compliant training onboarding experience for commercial new hires, as well as other cross functional new hires as needed who require product / disease state training for their role.
Serve primary stakeholders, the Key Account Manager (KAM) and Regional Sales Director (RSD) who promote Oxervate to Eye Care Professionals (ECPs) across the marketplace.
Develop a consistent training curriculum to ensure that all new hires, based on their role, are fully trained on NK disease state, Oxervate data, history of Dompé, competitive landscape, brand strategic priorities / KPIs, access & reimbursement, promotional resources / messaging, organization structure, and compliance.
Act as the bridge between Marketing function and sales to ensure strategic direction is clear on execution KPIs and deliverables from the field to both KAM and RSD stakeholders.
Ensure that all training modules are PRC approved, up to date; develop new training modules as needed for the commercial team for new approved indications, new clinical data, competitive products.
Develop & maintain a roadmap and web-based portal to deliver all new hire brand training, and ensure the platform housing this information stays current and up to date.
Collaborate with cross-functional partners to plan & deliver live training and department overviews as part of new hire onboarding (live at new hire meetings, or virtual).
Develop a process, in partnership with the new hire’s manager, to ensure mastery of the training curriculum and approved messages and resources prior to engaging with customers.
Ongoing disease state, clinical, promotional resource, and access training for the commercial team
Maintain a high level of clinical acumen and fluency on the clinical data for Oxervate, promotional resources used by the field team, enrollment process & DC2C, real world scenarios and most common objections including approved responses.
Periodic field rides with KAMs and cross-functional partners.
Identify training needs for the commercial team – new resources, clinical data, competitive data, systems, processes.
Cross-train other commercial roles to upskill and comply with NK and Oxervate awareness, including Marketing, Patient Access Manager (PAM), and Field Access Manager (FAM).
Collaborate with relevant partners and content owners on development of the training, slides, and any pre-work; provide support as needed.
For KAMs, ensure adequate training to perform at a high level – clinical sell, utilization of sales data reports, online platforms (promotional resource ordering, regional congress submissions, speaker programs); market access knowledge and understanding of DC2C and the enrollment process.
Partner with Sales Ops to deliver ongoing training for KAMs around business analytics, CRM, DDR, and strategic business planning.
Advocate for L&D of the Sales Competencies and FCR tool.
Develop timelines to ensure submission of all training decks to PRC or compliance prior to the live training.
Innovate with platforms such as Podcasts, gaming / “Kahoot”, apps, animation, physician-led, CBL (confidence-based learning).
Skill development & L&D for front line leaders
Collaborate with HR, L&D and the leadership team of each department to identify areas of ongoing skill development valuable to their teams; identify internal partners or external vendors to develop & deliver training on these areas – e.g., virtual presentation, facilitative leadership skills, selling skills, Zoom, Excel, systems training, etc.
Serve as a certified trainer at Dompe for identified platforms such as YouMap, communication platforms like Insights or TypeCoach.
Demonstrate coaching excellence by providing personalized guidance, fostering a culture of continuous improvement, using real‑world examples for leadership skills, performance improvement, creative problem‑solving, and field contact reports / observational contact reports.
Master repository to house all ongoing training assets for the brand
Develop a central place for all internal brand training resources in a single place – archived recordings, approved decks, compliance trainings, workshops & slide materials.
Ensure all archived training calls are accessible to the commercial team.
Partner with compliance and quality to maintain audit trail of training records and participate in audits.
House KAM/RSD internal facing training resources, align competencies and learning lanes.
Cross‑functionally collaborate with Market Access learnings and suggest KAM development opportunities; incorporate into Individual Development discussions (IDP).
Workshops for live & virtual meetings
Develop and deliver workshops for regional & national meetings.
Ensure workshop materials, slides, and curricula are reviewed and approved by PRC / compliance before rollout.
Identify interactive training experiences when live meetings are absent.
KAM “Field Based Trainers”
Collaborate with FBTs and RMs to support new hire training – create a checklist for regular touchpoints & training topics.
Provide appropriate training to FBTs – compliance, coaching & feedback, presentation & facilitation skills.
Maintain regular communication with FBTs & RM advisor to discuss field training needs; collaborate to deliver training to new hires and existing sales team.
“Advanced Training” plan for Senior KAMs
Create an advanced skills & professional development curriculum – presentation skills, brand building, emotional intelligence, PowerPoint / Excel.
Explore preceptorship with a physician or institution for advanced clinical skills training.
Commercial training calendar & planning
Collaborate with Director, US Training to create a commercial training calendar and keep it up to date.
Collect updates & training needs from each department.
Coordinate with content owners and field leadership to schedule training forums – national call, regional call, live meeting.
Communicate upcoming training dates to field & marketing teams; schedule all training calls on Outlook calendar and invite attendees.
Training vendor sourcing & management
Source training vendors and conduct capabilities overviews to build a “kitchen cabinet” of vendors; manage robust RFP process.
Serve as key point of contact with vendors, ensuring compliance and deliverables meet expectations.
Ensure SOWs and MSAs are in place before work begins.
Partner with Cross‑Functional Enabling functions
Gather insights on coaching matrices (Skill/Will Matrix / 9 Box) to assess performance and motivation; tailor coaching approaches.
Lead strategic implementation of projects by developing detailed plans, assigning tasks, allocating resources, ensuring alignment with organizational goals.
Qualifications
10+ years in pharmaceutical (or broader healthcare) with commercial experience; people management experience a plus.
Recent ophthalmology market experience, ideally in anterior segment; experience in optometry a plus.
Demonstrated ability to launch new products and drive brand growth and respect among peers.
Superior organizational, clinical & technical expertise; strong communication skills; detail oriented; ability to prioritize and organize multiple projects, meet deadlines, problem‑solve, analyze and multitask.
Experience working in a complex matrix set-up with diversified business departments, internal and external stakeholders.
Experience with program management, learning & development, instructional design, and e‑learning a plus.
Bachelor’s degree required; master’s degree a plus.
Up to 30% travel required.
Ability to identify training needs & deliver training to meet those needs; excellent oral & written communication; presentation skills; people skills.
Adept at forming and maintaining collaborative work environments and relationships with cross‑functional teams and vendors.
Knowledge of ophthalmology & optometry marketplace and science.
Ability to respond appropriately to key stakeholders and manage expectations.
Effective time management, setting priorities amid conflicting requirements.
Excellent project management skills; follow-through; ability to delegate and lead through others for deliverables.
Ability to excel in smaller fast‑paced entrepreneurial organizations.
High performer; sets vision and provides clear direction across diverse stakeholders.
Benefits of Joining Our Team
Comprehensive medical benefits.
Generous vacation / holiday time off.
Competitive 401(K) matching.
Super cool team excited to transform lives through innovative therapies.
Compensation: $215,000 - $245,000 a year, plus competitive base salary, incentive bonus, and benefits customary to the position. Pay determined by experience, qualification, location and job‑related factors allowed by law.
We believe that the unique contributions of all employees create our success. To ensure our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
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Candidates must enjoy working in a fast-paced, innovative environment. Excellent interpersonal skills demonstrated track record of success in commercial field role(s), and ability to analyze complex issues and develop relevant and realistic plans, training programs, and recommendations to address these needs. Demonstrated ability to translate strategy into action; excellent analytical skills and clinical acumen, and an ability to communicate complex information in a simple way to help others succeed and mitigate compliance risks for the company.
OXERVATE is a first in class treatment for neurotrophic keratitis, a rare corneal disease impacting approximately 65,000 people in the United States. Given the first-in-class nature and strong clinical profile of OXERVATE, the US team, as well as our partners in Italy, will be growing in the coming years.
Essential Functions
New hire onboarding
Collaborate with the leadership team for each commercial/brand department on the overall compliant training onboarding experience for commercial new hires, as well as other cross functional new hires as needed who require product / disease state training for their role.
Serve primary stakeholders, the Key Account Manager (KAM) and Regional Sales Director (RSD) who promote Oxervate to Eye Care Professionals (ECPs) across the marketplace.
Develop a consistent training curriculum to ensure that all new hires, based on their role, are fully trained on NK disease state, Oxervate data, history of Dompé, competitive landscape, brand strategic priorities / KPIs, access & reimbursement, promotional resources / messaging, organization structure, and compliance.
Act as the bridge between Marketing function and sales to ensure strategic direction is clear on execution KPIs and deliverables from the field to both KAM and RSD stakeholders.
Ensure that all training modules are PRC approved, up to date; develop new training modules as needed for the commercial team for new approved indications, new clinical data, competitive products.
Develop & maintain a roadmap and web-based portal to deliver all new hire brand training, and ensure the platform housing this information stays current and up to date.
Collaborate with cross-functional partners to plan & deliver live training and department overviews as part of new hire onboarding (live at new hire meetings, or virtual).
Develop a process, in partnership with the new hire’s manager, to ensure mastery of the training curriculum and approved messages and resources prior to engaging with customers.
Ongoing disease state, clinical, promotional resource, and access training for the commercial team
Maintain a high level of clinical acumen and fluency on the clinical data for Oxervate, promotional resources used by the field team, enrollment process & DC2C, real world scenarios and most common objections including approved responses.
Periodic field rides with KAMs and cross-functional partners.
Identify training needs for the commercial team – new resources, clinical data, competitive data, systems, processes.
Cross-train other commercial roles to upskill and comply with NK and Oxervate awareness, including Marketing, Patient Access Manager (PAM), and Field Access Manager (FAM).
Collaborate with relevant partners and content owners on development of the training, slides, and any pre-work; provide support as needed.
For KAMs, ensure adequate training to perform at a high level – clinical sell, utilization of sales data reports, online platforms (promotional resource ordering, regional congress submissions, speaker programs); market access knowledge and understanding of DC2C and the enrollment process.
Partner with Sales Ops to deliver ongoing training for KAMs around business analytics, CRM, DDR, and strategic business planning.
Advocate for L&D of the Sales Competencies and FCR tool.
Develop timelines to ensure submission of all training decks to PRC or compliance prior to the live training.
Innovate with platforms such as Podcasts, gaming / “Kahoot”, apps, animation, physician-led, CBL (confidence-based learning).
Skill development & L&D for front line leaders
Collaborate with HR, L&D and the leadership team of each department to identify areas of ongoing skill development valuable to their teams; identify internal partners or external vendors to develop & deliver training on these areas – e.g., virtual presentation, facilitative leadership skills, selling skills, Zoom, Excel, systems training, etc.
Serve as a certified trainer at Dompe for identified platforms such as YouMap, communication platforms like Insights or TypeCoach.
Demonstrate coaching excellence by providing personalized guidance, fostering a culture of continuous improvement, using real‑world examples for leadership skills, performance improvement, creative problem‑solving, and field contact reports / observational contact reports.
Master repository to house all ongoing training assets for the brand
Develop a central place for all internal brand training resources in a single place – archived recordings, approved decks, compliance trainings, workshops & slide materials.
Ensure all archived training calls are accessible to the commercial team.
Partner with compliance and quality to maintain audit trail of training records and participate in audits.
House KAM/RSD internal facing training resources, align competencies and learning lanes.
Cross‑functionally collaborate with Market Access learnings and suggest KAM development opportunities; incorporate into Individual Development discussions (IDP).
Workshops for live & virtual meetings
Develop and deliver workshops for regional & national meetings.
Ensure workshop materials, slides, and curricula are reviewed and approved by PRC / compliance before rollout.
Identify interactive training experiences when live meetings are absent.
KAM “Field Based Trainers”
Collaborate with FBTs and RMs to support new hire training – create a checklist for regular touchpoints & training topics.
Provide appropriate training to FBTs – compliance, coaching & feedback, presentation & facilitation skills.
Maintain regular communication with FBTs & RM advisor to discuss field training needs; collaborate to deliver training to new hires and existing sales team.
“Advanced Training” plan for Senior KAMs
Create an advanced skills & professional development curriculum – presentation skills, brand building, emotional intelligence, PowerPoint / Excel.
Explore preceptorship with a physician or institution for advanced clinical skills training.
Commercial training calendar & planning
Collaborate with Director, US Training to create a commercial training calendar and keep it up to date.
Collect updates & training needs from each department.
Coordinate with content owners and field leadership to schedule training forums – national call, regional call, live meeting.
Communicate upcoming training dates to field & marketing teams; schedule all training calls on Outlook calendar and invite attendees.
Training vendor sourcing & management
Source training vendors and conduct capabilities overviews to build a “kitchen cabinet” of vendors; manage robust RFP process.
Serve as key point of contact with vendors, ensuring compliance and deliverables meet expectations.
Ensure SOWs and MSAs are in place before work begins.
Partner with Cross‑Functional Enabling functions
Gather insights on coaching matrices (Skill/Will Matrix / 9 Box) to assess performance and motivation; tailor coaching approaches.
Lead strategic implementation of projects by developing detailed plans, assigning tasks, allocating resources, ensuring alignment with organizational goals.
Qualifications
10+ years in pharmaceutical (or broader healthcare) with commercial experience; people management experience a plus.
Recent ophthalmology market experience, ideally in anterior segment; experience in optometry a plus.
Demonstrated ability to launch new products and drive brand growth and respect among peers.
Superior organizational, clinical & technical expertise; strong communication skills; detail oriented; ability to prioritize and organize multiple projects, meet deadlines, problem‑solve, analyze and multitask.
Experience working in a complex matrix set-up with diversified business departments, internal and external stakeholders.
Experience with program management, learning & development, instructional design, and e‑learning a plus.
Bachelor’s degree required; master’s degree a plus.
Up to 30% travel required.
Ability to identify training needs & deliver training to meet those needs; excellent oral & written communication; presentation skills; people skills.
Adept at forming and maintaining collaborative work environments and relationships with cross‑functional teams and vendors.
Knowledge of ophthalmology & optometry marketplace and science.
Ability to respond appropriately to key stakeholders and manage expectations.
Effective time management, setting priorities amid conflicting requirements.
Excellent project management skills; follow-through; ability to delegate and lead through others for deliverables.
Ability to excel in smaller fast‑paced entrepreneurial organizations.
High performer; sets vision and provides clear direction across diverse stakeholders.
Benefits of Joining Our Team
Comprehensive medical benefits.
Generous vacation / holiday time off.
Competitive 401(K) matching.
Super cool team excited to transform lives through innovative therapies.
Compensation: $215,000 - $245,000 a year, plus competitive base salary, incentive bonus, and benefits customary to the position. Pay determined by experience, qualification, location and job‑related factors allowed by law.
We believe that the unique contributions of all employees create our success. To ensure our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
#J-18808-Ljbffr