Ortho Clinical Diagnostics

  • Sales Training Manager- North America

    Job Locations US
    Job ID
    Job Country
    United States
    Sales Training
  • The Company

    Ortho Clinical Diagnostics (Ortho) is a global leader of in vitro diagnostics.  Ortho serves two primary industries in the medical field: clinical laboratories, by producing platforms and assays that test for a variety of diseases, conditions, and substances; and immunohematology, by providing the means to ensure blood transfusion recipients receive appropriate and compatible blood.


    With a history of more than 75 years, Ortho is a pioneer in life-impacting advances in diagnostics. Worldwide across hospitals, hospital networks, blood banks and labs, Ortho’s high-quality products and services enable health care professionals to make better-informed treatment decisions. Headquartered in Raritan, NJ, Ortho Clinical Diagnostics has approximately 4,300 employees serving customers in more than 120 countries.


    Ortho is recruiting and retaining the best and brightest around the world. People, who are performance driven, want to make a difference and who help Ortho grow their leadership position in a changing marketplace. The power to reimagine starts with empowered people, who are empowered to grow and given the chance to succeed in ways they hadn’t thought possible before.


    Ortho’s purpose is simple: to improve and save lives with diagnostics. They do that by reimagining what’s possible. It’s what defines them. It’s the Ortho difference.


    Ortho is an independent company, sponsored by The Carlyle Group, one of the world’s largest and most successful investment firms. The company's executive leadership team has extensive diagnostic experience and a strong heritage of driving market change and innovation. Ortho is a strong brand with solid positions in attractive, growing segments and regions.

    The Career Potential

    Ortho Clinical Diagnostics is committed to improving and saving lives with diagnostics. To do this we hire people who share this dream and are ready for new adventures. As a valued team member, you will carve your own career path and be part of building this company stronger and better than ever before. There is no limit to the experiences, opportunities and new directions you will have access to here at Ortho Clinical Diagnostics. More importantly, you will be driving the surge of a whole new direction in important medicine. That’s something we can all take pride in as we take this journey together.

    Ortho is known in the industry as a leader in customer service and support.  Deeply understanding and exceeding the needs of our clinical lab, hospital and blood bank customers is what we do.  It’s who we are.  If you join Ortho, no matter what your role, you will be expected to keep that Customer Excellence focus in your work.

    The Opportunity

    As the company continues to grow, we are seeking a Sales Training Manager, who through close partnership with North America (NA) Learning & Development (L&D), Global L&D, and NA Sales Leadership,will focus on the development, execution, and effectiveness of commercial training strategies for sales teams in North America.  Specifically, this position will be responsible for development of in role training strategies that ensure sales teams are able to meet and exceed sales targets, along with mentorship and new hire training of new sales associates.



    The Responsibilities

    • Partners with NA L&D, Global L&D, NA Sales Leadership, and Human Resources on the creation, execution, and effectiveness of an 18-24 month learning calendar that aligns to commercial goals.
    • Responsible for the development, execution, and effectiveness of in-role training strategies and programs that will enable the commercial organization to exceed sales targets for revenue, profitability, instrument placements, menu expansion, and win & retention rate
    • Responsible for the new hire sales training journey (i.e onboarding and mentorship of New Hire program, ownership of Core Week & Capstone Week, and participation in Line of Business (LOB) training weeks).
    • Responsible for ongoing deployment and execution of training strategies of Ortho’s sales skill methodology and sales competency strategy (Miller Heiman Framework, Business Acumen, Negotiations, Presentation Skills, etc.)   
    •  In partnership with NA Marketing, the NA Training Manger is responsible for the development, execution, and effectiveness of learning strategies and workshops at America’s Sales Meeting and Regional Sales Meetings as necessary.
    •  Ongoing management of NA learner records

    Additional Responsibilities:

    • Collaborate with NA & Global L&D team to ensure internal alignment and implementation of training plans for new and existing sales people in NA.
    • Regular communication with Sales Vice Presidents, Integrated Delivery Network (IDN) Directors, Customer Excellence, and Business Development managers, and other key stakeholders to ensure training and on the job coaching is aligned with current needs and to have a clear understanding of market and competitive knowledge required for sales success.
    • Manage/coach trainees through classroom and field phases of sales training program
    • Effectively facilitate the sharing of information to enhance overall training and people development solutions
    • Use of the competency tool when coaching to develop skills, knowledge and competency.

    The Individual

    • Minimum of a Bachelor's Degree is required 
    • Minimum of 4 years of healthcare experience is required
    • Minimum of 2 years of in vitro diagnostics (IVD) experience is required
    • Minimum of 3 years of sales experience is required
    • People management experience is preferred
    • Previous training and/or L&D experience is preferred
    • Excellent leadership, strategic, communication and project management skills required.             
    • Variable travel, up to 50% is required
    • Work visa sponsorship is not available for this position

    Equal Opportunity

    Ortho Clinical Diagnostics believes in Equal Opportunity for all and is committed to ensuring all individuals, including individuals with disabilities, have an opportunity to apply for those positions that they are interested in and qualify for without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. Ortho Clinical Diagnostics is also committed to providing reasonable accommodations to qualified individuals so that an individual can perform their job related duties. If you are interested in applying for an employment opportunity and require special assistance or an accommodation to apply due to a disability, please contact us at orthorecruiting@orthoclinicaldiagnostics.com.


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