Commercial Excellence Training Manager

Össur

. Develop and execute the annual commercial training and capability-building plan aligned with revenue objectives, product launches, market expansion, strategic-account priorities, and organizational needs .

Posted 10/3/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing commercial training programs aligned with organizational goals, utilizing strong instructional design and adult learning principles. Proficient in facilitating high-impact training sessions and managing cross-functional partnerships to enhance sales effectiveness in regulated healthcare environments.

Highest-signal resume keywords

Commercial Training Program DesignInstructional Design CapabilityMedical-Device CommercializationSales Methodologies ExperienceCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Training Needs AssessmentCompetency Model DevelopmentConsultative SellingValue-Based SellingAccount PlanningNegotiation SkillsPerformance ImprovementTraining Measurement FrameworkField CoachingBehavior Reinforcement

Soft Skills

Project ManagementStakeholder ManagementFacilitation SkillsWritten CommunicationVerbal Communication

Tools & Technologies

Microsoft PowerPointMicrosoft ExcelMicrosoft WordMicrosoft TeamsLearning Management SystemsCRM Platforms

Certifications & Qualifications

Instructional Design CertificationFacilitation CertificationCoaching CertificationProject Management CertificationSales Methodology Certification

Industry Keywords

Medical-Device SalesClinical SalesCommercial EducationHealthcare Provider EngagementRegulated Healthcare EnvironmentProduct Launch ReadinessReimbursement ConsiderationsHealth-Economic Value MessagingSales EnablementCommercial Excellence

About the role

Key responsibilities & impact

Develop and execute the annual commercial training and capability-building plan aligned with revenue objectives, product launches, market expansion, strategic-account priorities, and organizational needs
Conduct training-needs assessments using field feedback, sales-leader input, CRM and performance data, customer insights, market trends, competency assessments, and launch-readiness requirements
Define role-based competency models and learning pathways for sales representatives, clinical specialists, sales managers, strategic-account personnel, and distributor/channel teams
Translate commercial strategy, value propositions, segmentation, account plans, and go-to-market priorities into actionable training, playbooks, job aids, and reinforcement tools
Partner with Commercial Excellence leadership to improve sales-process adoption, territory planning, opportunity management, account prioritization, CRM discipline, and forecast quality
Design and facilitate instructor-led, virtual, blended, self-directed, simulation-based, and field-based learning programs
Lead end-to-end onboarding for new commercial hires, including clinical and product education, selling skills, systems training, compliance requirements, competitive positioning, and certification
Develop and deliver training in consultative selling, value-based selling, discovery, account planning, stakeholder mapping, objection handling, negotiation, territory management, pricing discipline, and opportunity management
Create programs enabling field teams to communicate product features, clinical benefits, economic value, safety information, evidence, and differentiated value propositions appropriately for each customer audience
Build training materials, facilitator guides, participant workbooks, e-learning modules, assessments, role plays, knowledge checks, certification standards, and field-coaching tools
Facilitate workshops at national sales meetings, regional meetings, launch meetings, leadership meetings, and virtual learning events
Maintain field presence through ridealongs, coaching observations, regional meeting participation, and direct feedback from commercial teams
Lead commercial-readiness planning for new product introductions, indications, line extensions, competitive responses, and major portfolio updates
Partner with Product Marketing, Clinical/Medical Affairs, Professional Education, and Regulatory/Legal/Compliance to develop accurate, compliant, field-ready launch training
Establish launch certification requirements and assess field readiness before commercialization milestones
Ensure commercial teams understand appropriate product use, clinical workflow, customer needs, evidence-based messaging, approved claims, safety information, reimbursement considerations, and competitive differentiation
Support launch-reinforcement plans, including post-launch coaching, refresher training, knowledge assessments, and field feedback loops
Partner with frontline sales leaders to establish a consistent coaching culture and improve manager-led development in the field
Provide coaching tools, observation guides, feedback models, and performance-improvement resources for sales managers
Conduct field observations and identify performance gaps related to product knowledge, clinical confidence, selling behaviors, account strategy, CRM use, and execution of commercial processes
Design targeted remediation or advanced-development programs for individuals, teams, and regions based on identified business needs
Facilitate best-practice sharing among high-performing sales representatives, clinical specialists, and sales leaders
Establish a training measurement framework evaluating participation, learner satisfaction, knowledge acquisition, skill demonstration, certification status, manager observation, behavior change, and business impact
Develop dashboards and regular reporting for Sales Leadership using onboarding, certification, competency, pipeline, win-rate, pricing, conversion, quota, adoption, and ROI metrics where feasible
Use learner feedback, field observations, post-training assessments, CRM data, commercial performance data, and customer insights to continuously improve programs
Maintain current training records, completion documentation, certification data, and version-controlled learning materials
Manage external vendors, facilitators, learning platforms, and content-development partners as needed

Requirements

What you’ll need

Bachelor’s degree in Business, Marketing, Education, Life Sciences, Health Sciences, or a related discipline
Five or more years of progressive experience in medical-device sales, clinical sales, sales training, commercial education, sales enablement, commercial excellence, or a related role
At least two years of experience designing, facilitating, or managing commercial training programs; equivalent demonstrated experience may be considered
Experience supporting a U.S. field-sales organization in a regulated healthcare, medical-device, diagnostics, biotechnology, or pharmaceutical environment
Strong instructional-design capability, including adult-learning principles, learning objectives, assessment design, blended learning, and behavior reinforcement
Demonstrated understanding of medical-device commercialization, including clinical selling, healthcare-provider engagement, product-launch readiness, customer adoption, and compliant promotion
Experience partnering cross-functionally with Sales, Marketing, Clinical/Medical Affairs, Clinical Education, Market Access, Commercial Operations, and Compliance
Proven ability to facilitate high-impact sessions for both new and experienced commercial professionals
Strong written, verbal, presentation, facilitation, project-management, and stakeholder-management skills
Proficiency with Microsoft PowerPoint, Excel, Word, Teams, and learning-management systems
Ability to travel domestically up to 30–50%, including occasional evenings and weekends associated with meetings, launches, and training events
Master’s degree in Business Administration, Organizational Development, Adult Learning, Health Sciences, or a related field is preferred
Experience in a clinically complex medical-device segment such as orthopedics, cardiovascular, surgical, neurovascular, diabetes, diagnostics, robotics, wound care, rehabilitation, or prosthetics and orthotics is preferred
Experience with sales methodologies such as Challenger, Miller Heiman, SPIN, MEDDICC, Solution Selling, Strategic Selling, or comparable frameworks is preferred
Experience building product launch readiness and certification programs is preferred
Prior field-sales, clinical-specialist, sales-management, or strategic-account-management experience is preferred
Familiarity with reimbursement, coding, coverage, payment, health-economic value messaging, and payer/customer-access considerations is preferred
Experience managing vendors, content-production partners, training budgets, or direct reports is preferred
Certification in instructional design, facilitation, coaching, project management, or sales methodology is preferred
Experience with CRM platforms such as Salesforce is preferred

Benefits

Comp & perks

Competitive Compensation Packages
Medical, Dental, and Vision Benefits
401(k) Retirement Plan with employer matching contribution
Competitive Time Off
Paid Parental Bonding
Diverse working environment and welcoming, fun company culture
Close collaboration and support from colleagues