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Career Openings

Sr. Manager, Sales Training & Development

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


Position Description:

Reporting directly to the Senior Director, Sales Training & Development, the Sr. Manager,  Sales Training & Development will be accountable to lead the development and execution of the CSS sales training curriculum.  This includes onboarding, initial sales 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 on building training aimed at executing our product(s) strategy and helping to elevate the skills, knowledge and behaviors of the CSS field force.


Additionally, this position will also be responsible for managing the management development and sales coaching programs for Ironwood field sales.  This includes onboarding, initial sales management training and other management development initiatives.



(Includes 80% of job responsibilities)

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

  • Development, creation and maintenance of Learning Systems for promoted brands

  • Collaboration with internal and external key stakeholder teams to develop learning content, as well as execute product training for promoted brands

  • Managing home-study efforts of new-hires and associated Area Field Trainers to ensure new-hire preparedness for training assessments of promoted brands

  • 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

  • Managing vendor relationships and associated training projects

  • 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


Minimum Qualifications: 

  • Bachelor’s degree required. Masters degree preferred.


Professional Skills, Qualifications, and Experience:

  • Training experience required.

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

  • Pharmaceutical sales management experience highly preferred

Role Competencies:


Leading Learning Groups

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


Designing Blended Programs

Assesses, designs, implements and evaluates learning approaches and curricula that build capabilities in the salesforce that are aligned with business objectives.


Project Management

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.


Mandatory Competencies

  • Excellent communication skills

  • Highly proactive and accountable

  • Demonstrates strong collaboration skills

  • Possesses strong organization and interpersonal skills

  • Demonstrates a willingness 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

  • 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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