Senior Nordic Sales Trainer

Join a high-performing Nordic organization and help set direction for our sales training

Coloplast Nordics consist of four high-performing markets, Denmark, Sweden, Norway, and Finland. The Senior Nordic Sales Trainer is a newly established role that will work across all four markets to help the sales organizations deliver on their commercial targets. We have an exciting launch pipeline and an ambitious strategy in place and need your help to execute it!

You will be part of the Nordic Commercial Excellence (ComEx) team reporting to the Head of Nordic ComEx. The role will be based in Humlebæk, Denmark, however, you are expected to travel frequently to the other markets (Helsinki, Oslo and Kungsbacka mostly) as training should be conducted physically when possible.

Establish and educate on sales best practice across the Nordics

More specifically, your role will be to help drive our regional training agenda for the Sales (field sales to healthcare professionals (HCPs)), Consumer (phone sales to patients/ consumers) and Inside Sales (phone sales to HCPs) teams. While local managers of these teams (e.g., Head of Sales) for the most part focus on training the individual, and to a lesser extent on group training, your focus will be on the latter, ensuring we improve the quality of our customer interaction across the Nordic frontline.  It is important the role manages to tailor the training to field and phone sales, also considering the different customer profiles (HCP vs. consumers). And, when a common understanding is necessary, bridge the two teams.

An important part of your work will be to ensure we are well-prepared and succeed with our launches. We lay the foundation for a launch long in advance by engaging in strategic conversations with our customers. This work requires solid market understanding and planning, hence we expect that you learn the products, customers, and market dynamics at a detailed level to ensure credibility and trust in your work. You will engage with global stakeholders (Marketing and our Sales excellence function primarily) to ensure we have the right material and messaging, and local ones to add the necessary market insights. Based on it, you will prepare the frontline for upcoming launches, both commercially and clinically, while also developing related sales skills and techniques needed to succeed.

The training and standards you develop should be embedded in the solution selling methodology, which we practice here in Coloplast. While campaigns naturally will play a part in your work, we strongly believe in solution selling – selling what the customers need and want – as we have a broad portfolio and a diverse set of customers at different levels of adoption to our products.  The training should therefore enable the frontline to provide customers with tailored solutions instead of standardized “packages”.  As part of this, you will rely on global training frameworks that you localize and build upon.

Furthermore, as part of the above, you will be responsible for developing competency baselines, that is, uncovering and reporting on how well we are performing across key metrics. These can be related to the launch work, or more general KPIs. To do so it will be necessary to spend time together with the frontline, co-listening, and co-riding (in Finland you will mostly engage directly with the managers due to the language barrier). When baselines are established, you will be responsible for developing and educating on best practice together with the local managers. It is important the frontline (and their managers) know what is expected of them and what they need to improve. Structure and clear communication are therefore key. It is also important to note there currently are country differences in terms of how training is conducted, and that implementation of the Nordic standards you develop should account for that.

The work will be designed in collaboration with local managers, whom you will be working closely with. Prioritizing what to train on will very much be a collaborative effort between yourself, the Head of ComEx, and the managers.

A solid background from sales and sales training

Apart from the above, to succeed in this role you will need to be able to work independently. You bring expertise, and to a large extent identify the training needs, and will therefore be able to structure much of your day-to-day yourself. That means you thrive with a high degree of freedom and come with the structure and communication skills needed to set direction for your work. These traits will also be necessary to work with and manage a dispersed set of stakeholders – stakeholder management, in turn, will be key to succeeding in the role as you will need local buy-in and input for your work. You should come with a willingness to learn and collaborate.

When creating and conducting the training, it is important you are able to translate theory into practice. You will work with the frontline in understanding how global marketing material and training frameworks, and health economic data can be understood in a local context and be used to facilitate sales.

Last but not least, you come with a good dose of energy and a can-do attitude.

Additionally, you have

• Several years of experience in sales training, ideally with demonstrated expertise (and belief) in solution selling and are comfortable with different modes of training (e.g., online, video-based, role play).
• Sales experience with documented effect from MedTech/ Medical Devices or related industry, either from field or phone sales.
• Experience from a commercially driven work environment, ideally within a larger, multinational company, and display a commercial mindset.
• Good communication & presentation skills; writing good storylines, visualizing, and presenting training material in an easy-to-understand and compelling way.
• Experience with CRM systems (e.g., Salesforce.com) is considered an asset, but not a pre-requisite.
• The ability to conduct training sessions in a Scandinavian language – and understand all three. Fluency in English (written and spoken) is also a requirement.
• The ability to travel. ~30-50 travel days per year, depending on priorities.

Interested?

For more information, please contact Head of Nordic ComEx, Sindre Ramseng at dksgra@coloplast.com. We will take candidates into the recruitment process on an ongoing basis, so please do not hesitate to apply as we aim to close the position in the nearest future. The position will remain open until a suitable candidate has been found.

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14.000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

Coloplast is committed to being an inclusive organization, where people bring their differences to work each day, fulfil their potential and have a strong sense of belonging because – and not despite – of their differences. We therefore encourage all qualified candidates to apply regardless of gender, age, race, nationality, ethnicity, sexual orientation, religious belief or physical ability.

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