Dir, Sales Development and Performance

4 weeks ago

Mississauga, Canada Novo Nordisk Full time

**Director of Sales Development and Performance**

**Purpose of the Job**
- Leads and directs the onboarding, training, coaching, performance and development of the Novo Nordisk Diabetes and Obesity Sales organization with first in class training through a cross collaborative approach. The Director is responsible for national alignment to strategy and to ensure a consistent delivery and understanding of key messages from coast to coast.
- Drives field force performance and productivity while aligned to the strategic direction: including strategic planning, maximizing field effectiveness, developing, implementing, and measuring impact between marketing tactics, functions, and resources.

**Key Areas of Responsibility**:

- **Performance Coach Leadership**:

- Lead the Performance Coach team by conducting organizational training needs analysis.
- Supporting the development and implementation of training strategies which align to current and future business goals.
- Lead the Performance Coach team by conducting organizational training needs analysis.
- Coaching, assessing, and monitoring the design and delivery of sales force training at entry, intermediate and advanced levels; and incorporate the Novo Nordisk Way of Selling.
- Leading the design of training content for national and regional sales Plan of Action Meetings.
- Establishing and implementing key metrics to track and communicate level of value and impact of field sales learning and development initiatives to all stakeholders.
- Provides oversight and direction to Performance Coaches for field execution of marketing plans, business development, mid-year/year end reviews, field calibration, field communications and pre/POAs_,_ data analytics and tactical support.
- Shapes and fosters an engaging, positive diverse and inclusive team dynamic that supports collaboration by coaching motivated strong performers, to support a competitive selling spirit.
- Ensures a field lens is applied to processes, systems and tools and ensures objectives and priorities within the sales organization is supported.
- Serves as a critical point of contact within and outside of Sales to enable commercial strategies to accelerate sales performance in local markets.
- Represents training on brand cross-functional teams, projects, and initiatives (across Medical, Sales, Legal, DM, FFE, HR and Performance Coaches).
- Partner with the sales leadership team to identify training needs, gaps within the districts and develop/implement strategies through attending Sales Management team meetings to get a solid understanding of the business and existing challenges.
- Collaborate with Commercial teams to ensure that training/development programs are meaningful and contribute towards developing a high-performance culture.
- Partner with People and Organization to ensure that sales training/development programs are in alignment with Novo Nordisk learning and talent management initiatives.
- Oversee the management of the Novo Nordisk Learning Centre (NLC) and digital learning tools.
- Partner with the Regional Sales, Senior Directors to deliver on brand sales targets
- Foster and enrich a partnership relationship with the Regional Sales Directors to ensure regional training / coaching needs are met via the aligned regional performance coach
- Fuel and inspire the cross-collaborative work between the RSD and PC in 30% of regional focus
- Ensure strategic training needs are identified and solutions implemented as required nationally and in alignment with the brand and business priorities
- Demonstrate strong leadership skills within VP / RSD / PC Director and SMT teams
- Represent the PC team on brand and POA cross functional teams
- Budget responsibility for department (includes external speakers, CCPE, travel, vendors. etc.)

**Key Compliance:
- Novo Nordisk Way
- Novo Nordisk Business Ethics SOPs and Policies
- Novo Nordisk Expense Policies
- Procurement process in Novo Nordisk Canada
- Novo Nordisk Travel Policy

**Relationships**:
Reports directly to the VP of Sales and will work closely with key members of the Leadership Teams including RSD’s, DBM’s, Diabetes Marketing, Commercial Effectiveness, Medical, Legal and Human Resources. This position directly manages the Performance Coaches who are responsible for sales force performance, training and execution, sales processes in support of the Diabetes/Obesity sales function.

Key cross-functional partner when it comes to executing marketing and medical strategies in the field.

Demonstrates values-based competencies in line with the core values that are the foundation of all activities performed by employees to achieve the Mission of the Company:
**Seek Understanding**
- Seek to understand the thoughts and feelings of self and others
- Manage self and stay calm even under pressure
- Demonstrate empathy and take care of others
- Display an inclusive mindset and respect the diversity in others

**Build Teams**
- Actively coach and provide

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