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Career Openings

Associate Director, Sales Training & Development

Location: HQ: Cambridge
Job Code: 623
# of Openings: 1


Position Description:


Reporting directly to the Senior Director, Sales Training & Development, the Associate Director, Sales Training & Development will be accountable to lead the development and execution of the CSS sales training curriculum and RSM Management development program.  This includes onboarding, initial training and advanced training initiatives. Other tasks involve working with internal departments such as Marketing, Legal, Medical, Regulatory, Compliance and the co-promote partner(s) Training Department. The core focus will be a strategic approach to designing and building performance improvement programs aimed at executing our product(s) strategy and helping to elevate the skills, knowledge and behaviors of the CSS and RSM field force.


Additionally, this position will also be responsible for setting a strategic direction for training that anticipates 3-5 year sales management and sales needs, integrating the management development and sales coaching programs for Ironwood field sales.  This includes onboarding, initial and advanced sales management training and targeted management development curriculums aligned to the Regional Sales Manager core competencies.




(Includes 85% of job responsibilities)

  • Creating, maintaining and updating disease state, product and selling skills training curriculum for CSS field force

  • Lead and manage the Learning Management System (LMS) for strategic design, implementation and cross-functional effectiveness.  Partner with information technology, legal, compliance, human resources in establishing organizational protocols, standard operating procedures and standardization of LMS tools, guides and training initiatives.

  • Collaboration with internal and external key stakeholder teams to design and develop learning content, as well as execute product and management training for targeted areas

  • Managing home-study efforts of new-hires to ensure preparedness for training assessments of promoted brands and field readiness

  • Delivering training presentations and managing the execution of training courses to ensure maximum performance

  • Measuring training and field force effectiveness as it relates to specific strategic initiatives

  • Work as liaison with internal departments (such as Sales Leadership and Marketing) to identify training needs (ongoing product training, management training, POA training and product launches) and propose/develop training solutions

  • Create and develop effective mobile learning training continuum aimed at reinforcing critical POA and management training strategies

  • Create and develop effective distance learning programs to maximize CSS and RSM time in field

  • Managing the identification and selection of vendors, and managing subsequent relationship and projects for promoted brands

  • Contracting, procurement and requisition, receiving and accrual (budget management) of accountable projects

  • Lead, train and manage the Area Field Trainer team and training curriculum (20+ Field Trainers) – see Role Competencies below.

  • Create and maintain SOP’s for sales training processes, projects and courses, for promoted brands

  • Conduct regular field visits to ensure accuracy and relevance of training efforts

  • Developing personal technical and business knowledge of respective product, disease state and marketplace to become ‘product expert’ resource for organization

  • Effectively manage the navigation of multiple training pieces through the legal/compliance/regulatory/medical process for promoted brands

  • Exemplify the Ironwood values in all interactions with internal and external stakeholders 


Main Interfaces:


Internally : 

Area Vice Presidents, Regional Sales Managers, CSS Field Force, Marketing, Medical, Finance, Compliance, Regulatory, HR, Communications, Sales Operations, Market Research, IT

Externally :

Co-Promote partners, Vendors, HCPs, Professional groups, Advocacy groups




  • Bachelor’s degree required. Masters degree preferred.


PROFESSIONAL SKILLS, QUALIFICATONS AND EXPERIENCE                                                                                         

  • Pharmaceutical sales management experience required.

  • Prior training experience required.

  • Sales experience: minimum 5 years required in Pharmaceutical Sales/Sales Management.

  • Ability to identify and prioritize opportunities, evaluate risks, develop a business case and effectively frame decisions/options for executive sales leadership team

  • Demonstrated ability to build rapport with therapeutic and functional area leaders and to effectively lead cross-functional teams

  • Excellent verbal and written communication skills, strong relationship management skills


ROLE COMPETENCIES (knowledge, skills, abilities, traits)


Uses solid understanding of subject content and strong communication skills to present ideas in a clear, structured manner to a variety of learning styles. Encourages open dialogue and provides thoughtful, constructive feedback - a role model in facilitating complex scenarios with multifaceted group dynamics in blended learning environments. 



Assesses, designs, implements and evaluates learning approaches and curricula that build capabilities in the salesforce that are aligned with business objectives - the ability to independently design blended learning programs.



Takes a process-focused approach to prioritize goals, design projects, coordinate work, organize resources, execute individual and team activities and measure results to achieve Ironwood’s commercial objectives - the ability to anticipate and manage ahead.


Mandatory Competencies

  • Excellent communication skills

  • Highly proactive and accountable

  • Demonstrates strong collaboration skills

  • Possesses strong organization and project management skills

  • Demonstrates the ability to adapt to new ideas

  • Demonstrates the ability to remain flexible operating in an ambiguous and ever changing environment


Preferred Competencies

  • Competency modeling experience

  • GI/Rheumatology expertise

  • Project management experience

  • Vendor management experience

  • Computer expertise in MS Office & business writing skills



Ironwood Pharmaceuticals is an equal opportunity employer welcoming diversity in our workforce.

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