Nestle Sr. Manager, Medical Field Sales Training in Arlington, Virginia

Gerber Products Company dba Nestle Infant Nutrition is seeking an Sr. Manager, Medical Field Sales Training to join its team. This role leads the annual and short-term training calendar planning, development and application of the Medical Sales Field Force Effectiveness and Engagement (MFEE) training skills for the Gerber Medical Sales Force. Ensures continuous improvement of the performance results tied to KPIs of the Gerber Medical Sales team - a key pillar in our plans to establish a long-term sustainable Infant Formula business in the market.

PLEASE NOTE: The selected individual will be required to travel between the Arlington, VA area to the Florham Park, NJ office 75% of the time through Q1 2019.


Accountable to develop and deliver content for all Plan of Action meetings (Fast Start, Finish Strong, Train the Trainer, National); monthly Motivating Monday training; and Call Record Management (Veeva) CRM Systems Enhancements to support the achievement of business objectives.


Develop and deliver First Line Manager training content to support the achievement of business objectives aligned with LUPA Pillar 1:

i. New Manager On-Boarding Program (Utilizing the MFF Functional Competencies of the FLM and in collaboration with the MSLB)

ii. Everyday Coaching

iii. Situational Leadership II

iv. Crucial Accountability and Crucial Conversations

v. Emotional Intelligence

vi. NCE Leadership Development Pillar and All People Manager Components

vii. US PhRMA Code Guidelines


Develop and deliver Medical Delegate training content to support the achievement of business objectives aligned with LUPA Pillar 1:

i. STEPs Remote 4 Week Intensive On-Boarding: In person First Line Manager Training (Territory Planning, Territory Management, Target Hospitals), Execution for Results; SME Led Training Teleconference Calls (Allergy Bofy of Evidence, Colic Body of Evidence, Gerber Baby Food and Infant Formula Products), CRM Training.

ii. STEPs Week 1 Live Application : Postnatal Touchpoint Pediatrician Office Strategy, Functional Knowledge, Effective Engagement Skills Certification, live application workshop and skills assessment

iii. STEPs Week 2 Live Application: Hospital Touchpoint Sales Strategy, Functional Knowledge, Advanced Engagement Skills, Engaging with Clinical Data Certification, SIE Certification, live application and assessment

iv. Assessment and Certification of Medical Delegates completing STEPs


Develop and deliver National Account Manager training content to support the achievement of business objectives aligned with the National Account Strategy:

i. On-Boarding Training (Products, Systems)

ii. Contracts, Master Data, National Accounts Supply Chain and Gerber Medical Sales Field Force Decision Rights

iii. Strategic Institution Engagement and C-Suite Selling Skills


– Delivers leadership and technical skills development of direct reports (coaching, feedback, functional training, recognition and rewards).

– Creates effective job succession planning and developmental readiness.

– Develops and models a collaborative approach with cross-functional stakeholders ensuring speed & effectiveness in decision making.

– Manages and oversees activities of assigned team (team resources and project management to meet deadlines and budget)

  • BA or BS required, MS and/or MBA a plus.

  • 5 or more years of pharmaceutical or nutritional operations, marketing, and/or retail sales.

  • 1 to 3 years management experience. Prior experience in pharmaceutical or nutritional field sales or training a must. Previous roles leading managers and multifunctional projects.

  • Experience in coaching and leadership development of members of team and throughout the organization.

  • Strong business acumen, leadership and presentation skills.

  • High People, Change, Results agility. Collaborative and customer centric attitude

  • Direct experience in and/or collaboration with Medical Sales Leadership Team, Medical Sales Training & Development, Medical Marketing, Medical Scientific and Regulatory, Legal, Brand Marketing, and Business Operations.

Job: Sales/Sales Services

Organization: Nestle Nutrition

Title: Sr. Manager, Medical Field Sales Training

Location: VA-Arlington-Arlington

Requisition ID: 18008871

The Nestlé Companies are equal opportunity and affirmative action employers and are looking for diversity in qualified candidates for employment: Minority/Female/Disabled/Protected Veteran.