Director of Commercial Brand Training

Dompé is an Italian bio-pharmaceutical company that focuses on innovation, where a long tradition in the field of personal wellness goes hand-in-hand with a commitment to research and development to meet unsatisfied therapeutic needs. 

Established in 1940 in Milan, Dompé has an industrial and biotech research hub in L’Aquila, in addition to branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees. The US headquarters of Dompé are based in Boston (R&D) and in the San Francisco Bay Area (Commercial Operations). 

Job Summary:

Dompé is seeking a Director of Commercial Brand Training, US Biotech responsible for the development and execution of a strategic and tactical learning program supporting the Commercial organization. This role will report to the Head of Talent, Learning & Development, US Biotech. The Director of Commercial Brand Training, US Biotech will support and create a learning program to reinforce the competencies and enhance capabilities required to drive brand objectives, including new hire onboarding & curricula, new product or indication launch planning, promotional resource training, workshop development & execution, account planning and resource training, and selling skills. The role requires a high level of collaboration with Sales, Sales leadership, Brand Marketing, Market Access, Medical, Operations, HR, IT, Legal and Compliance. 

Candidates must enjoy working in a fast-paced, innovative environment. Excellent interpersonal skills demonstrated track record of success in commercial field role(s), and ability to analyze complex issues and develop relevant and realistic plans, training programs, and recommendations to address these needs.  Demonstrated ability to translate strategy into action; excellent analytical skills and clinical acumen, and an ability to communicate complex information in a simple way to help others succeed and mitigate compliance risks for the company.
OXERVATE is a first in class treatment for neurotrophic keratitis, a rare corneal disease impacting approximately 65,000 people in the United States. Given the first-in-class nature and strong clinical profile of OXERVATE, the US team. as well as our partners in Italy will be growing in the coming years.  

Essential Functions:
 
New hire onboarding 
•    Collaborate with the leadership team for each commercial/brand department on the overall compliant training onboarding experience for commercial new hires, as well as other cross functional new hires as needed who require product / disease state training for their role.
•    Serve primary stakeholders, the Key Account Manager (KAM) and Regional Sales Director (RSD) who promote Oxervate to Eye Care Professionals (ECPs) across the marketplace.
•    Develop a consistent training curriculum to ensure that all new hires, based on their role, are fully trained on NK disease state, Oxervate data, history of Dompé, competitive landscape, brand strategic priorities / KPIs, access & reimbursement, promotional resources / messaging, organization structure, and compliance 
•    Act as the bridge between Marketing function and sales to ensure strategic direction is clear on execution KPIs and deliverables from the field to both KAM and RSD stakeholders
•    Ensure that all training modules are PRC approved, up to date; develop new training modules as needed for the commercial team for new approved indications, new clinical data, competitive products
•    Develop & maintain a roadmap and web-based portal to deliver all new hire brand training, and ensure the platform housing this information stays current and up to date
•    Collaborate with cross-functional partners to plan & deliver live training and department overviews as part of new hire onboarding (live at new hire meetings, or virtual)
•    Develop a process, in partnership with the new hire’s manager, to ensure mastery of the training curriculum and approved messages and resources prior to engaging with customers

Ongoing disease state, clinical, promotional resource, and access training for the commercial team
•    Brand Trainer is expected to maintain a high level of clinical acumen and fluency on the clinical data for Oxervate, promotional resources used by the field team, enrollment process & DC2C, real world scenarios and most common objections including approved responses
-This may require periodic field rides with KAMs and cross-functional partners.
•    Work closely with marketing, sales, medical & market access to identify training needs for the commercial team – ex. new resources, clinical data, competitive data, systems, processes
•    Cross-train other commercial roles to scientifically upskill their positions and compliantly have awareness of NK and Oxervate.  Those roles include, however are not limited to Marketing,  Patient Access Manager (PAM), and Field Access Manager (FAM).
•    Collaborate with relevant partners and content owners on development of the training, slides, and any pre-work; provide support as needed
•    For KAMs, ensure that adequate training is delivered to perform at a high level in their role – the clinical sell, utilization of sales data reports, utilization of online platforms such as promotional resource ordering, regional congress submissions, and speaker programs; market access knowledge and clear understanding of DC2C and the enrollment process for effective pull-through of patient enrollments
•    Partner with Sales Ops to create and deliver ongoing training for the KAMs around business analytics, CRM, DDR, and strategic business planning 
•    Deploy and be an advocate for L&D of the Sales Competencies and FCR tool.
•    Develop timelines to ensure submission of all training decks to PRC or compliance prior to the live training 
•    Think outside the box for innovative or unique platforms to deliver training to the team – ex. Podcasts, gaming / “Kahoot”, apps, animation, physician-led, CBL (confidence-based learning) etc.

Skill development & L&D for front line leaders
•    Collaborate with HR, L&D and the leadership team of each department to identify areas of ongoing skill development that would be most valuable to their teams.  Identify internal partners or external vendors to work with in developing & delivering training on these identified areas of need – ex. Virtual presentation /facilitative leadership skills, selling skills, Zoom, Excel, systems training, etc.
•    May also include serving as a certified trainer at Dompe for identified development platforms the company would like to adopt and provide training on for the broader organization vs. relying on external vendors to deliver the training (ex. YouMap, communication platforms such as Insights or TypeCoach, etc)
•    Coaching Excellence: Demonstrate coaching excellence by providing personalized guidance, fostering a culture of continuous improvement, and using real-world examples such as:
-Developing Leadership Skills: Guiding employees in managing teams, delegating tasks, and leading meetings.
-Performance Improvement: Using day-to-day workplace situations to offer immediate feedback and help employees develop strategies for performance improvement.
-Creative Problem-Solving: Encouraging employees to think creatively and devise solutions independently.
-Field Contact Reports / Observational Contact Reports:  Launch tools and resources that match the organizations adoption of Coaching model and application.

Master repository to house all ongoing training assets for the brand 
•    In collaboration with the Director, US Training, develop a central place to house all internal brand training resources in a single place for future use / reference - ex. archived recordings of live training calls, approved training decks, compliance trainings, workshops & workshop materials / slides
•    Ensure that all archived training calls are accessible to the commercial team in a central place for easy access and review
•    Partner with compliance and quality to ensure that we have a solid audit trail on training and participate in any audits related to training records
•    House KAM/RSD internal facing training resources
•    Align KAM/RSD competencies and learning lanes
•    Cross-functionally collaborate with Market Access learnings and suggest opportunities for KAM development
•    Incorporate into Individual Development discussions (IDP) for KAMs to have examples supporting their growth opportunities.

Workshops for live & virtual meetings 
•    Develop and deliver workshops for live and virtual regional & national meetings 
•    Ensure that all workshop materials, slides, and training curricula are reviewed and approved by PRC / compliance prior to rollout to the field
•    In the absence of live meetings, identify solutions for developing interactive training experiences and workshops for the team to hone new skills and keep other skills & information sharp

KAM “Field Based Trainers”
•    Collaborate with FBTs and RMs to support new hire training – ex. Create a checklist for regular touchpoints & training topics for the FBT to cover with each new hire 
•    Provide appropriate training as needed to the FBTs – ex. Compliance, coaching & feedback, presentation & facilitation skills 
•    Establish regular communication with the FBTs & RM advisor to discuss field training needs (skills / resources / clinical), and collaborate with the FBTs to develop and deliver training to meet these needs both for new hires and the existing sales team

“Advanced Training” plan for Senior KAMs
•    Create an advanced skills & professional development training curriculum - ex. may include presentation skills, building your brand, emotional intelligence, Power Point / Excel, etc.
•    Explore development of preceptorship with a physician or institution for advanced clinical skills training 

Commercial training calendar & planning
•    Collaborate with the Director, US Training to create a commercial training calendar for the year and ensure that it is up to date and for ongoing planning purposes
-Collaborate cross functionally to collect updates & training needs from each department

-Work with content owners and field leadership team to determine the best forum to deliver the training – ex. National call, combined with other topics, region call, live meeting, etc.
•    Collaborate with the Director, US Training, and field leadership team to communicate upcoming training dates to the field & marketing teams
•    Schedule all training calls on Outlook calendar and ensure appropriate attendees are invited

Training vendor sourcing & management 
•    Source training vendors to meet our current and future needs, including innovative solutions to deliver impactful training in the virtual setting.  In collaboration with the Director, US Training, conduct capabilities overviews to begin building our “kitchen cabinet” of training vendors, and a robust RFP process for selecting a vendor partner for new projects
•    Serve as a key point of contact with the training vendors we choose to work with, ensuring compliance and that agreed upon deliverables are met
•    Ensure SOWs and MSAs are in place with vendors prior to work beginning 

Partner with Cross-Functional Enabling functions 
•    Gathering Insights on Coaching Matrices: Utilize coaching matrices, such as the Skill/Will Matrix / 9 Box to assess employee performance and motivation levels. Gather insights to tailor coaching approaches that address individual needs and drive performance improvements. 
•    Strategic Project Implementation: Lead the strategic implementation of projects by developing detailed plans, assigning tasks, and allocating resources. Ensure that projects align with organizational goals and drive meaningful change. 

Requirements:

•    10 or more years of pharmaceutical (or broader healthcare) experience; commercial experience strongly preferred (sales, marketing, training, or KOL strategy).  People management experience would be a plus.
•    Recent ophthalmology market experience, ideally in anterior segment; Experience in optometry is a plus
•    Demonstrated ability to launch new products, and proven history of driving brand growth and establishing respect and followership among their peers
•    Superior organizational, clinical & technical expertise, and communication skills including strong attention to detail and accuracy, the ability to prioritize and organize multiple projects, meet deadlines, problem-solve, analytical abilities and multi-task
•    Experience working in a complex matrix set-up with diversified business departments, internal and external stakeholders.
•    Experience with program management, learning & development, instructional design, and e-learning is a plus
•    Superior organizational skills including strong attention to detail and accuracy, the ability to prioritize and organize multiple projects, meet deadlines, problem-solve, analytical abilities and multi-task
•    Bachelor’s degree is required, master’s degree is a plus
•    Up to 30% travel is required

•    Ability to identify training needs & deliver training to meet those needs, developing others for success. 
•    Excellent oral and written communication skills, including presentation skills and people skills
•    Adept at forming and maintaining a collaborative work environment and relationships in and among cross functional teams and with vendors
•    Knowledge and understanding of ophthalmology & optometry marketplace and science
•    Ability to respond appropriately to needs of key stakeholders and manage expectations 
•    Demonstrated ability to effectively manage time and set priorities in circumstances of conflicting requirement
•    Excellent project management skills and follow through, measuring impact or success, as well as a proven ability to delegate and lead through others for key deliverables 
•    Demonstrated ability to excel in smaller fast-paced entrepreneurial organizations 
•    High performer with the ability to set a vision and provide clear direction across diverse internal and external stakeholders 

BENEFITS OF JOINING OUR TEAM
•    Comprehensive medical benefits: we value access to healthcare for our patients as well as our employees
•    Generous vacation / holiday time off: we care about our employees and encourage a balanced lifestyle
•    Competitive 401(K) matching
•    A super cool team who’s excited to transform lives through innovative therapies
 
$215,000 - $245,000 a year

At Dompe, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), incentive bonus, and benefits package customary to the position. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.

We believe that the unique contributions of all employees create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.