PURPOSE AND SCOPE:

The Senior Director, Sales Training & Development is responsible for leading the strategy, design, and execution of sales training programs that elevate the capabilities of field sales leadership across the Home, Critical Care, and In-Center dialysis therapies. This individual will serve as a key partner to Sales and Marketing leadership to ensure sales managers are equipped with the knowledge, skills, and tools necessary to drive performance, optimize account management, and elevate patient and customer engagement. 

This role requires deep expertise in adult learning principles, field coaching, and sales capability development, along with experience navigating complex healthcare markets. The Senior Director will apply an enterprise mindset, build scalable training frameworks, and serve as a coach and mentor to both new and tenured sales leaders across the U.S. 

   

PRINCIPAL DUTIES AND RESPONSIBILITIES:

Design and lead a comprehensive training strategy focused on the development of sales managers (Area Sales Managers, Regional Sales Managers, Senior Sales Managers, Executive Sales Managers) across Home, Critical Care, and In-Center therapies. Develop competency models, learning paths, and assessment frameworks aligned with core sales capabilities, business goals, and market dynamics. Conduct field observations and one-on-one coaching sessions with sales managers to identify development needs and tailor support for skill advancement in areas such as strategic account planning, data analysis, clinical knowledge, and consultative selling. Partner with Sales, Marketing, and Commercial Operations to assess training needs, define performance metrics, and prioritize initiatives to improve sales effectiveness. Incorporate adult learning methodologies and best practices into all training programs, ensuring learning is relevant, engaging, and actionable. Lead the creation and delivery of live workshops, virtual learning modules, and field-based training sessions that reinforce selling skills, business acumen, and market access understanding. Collaborate with internal stakeholders and external vendors to develop innovative tools and training content, including simulations, role-plays, and scenario-based exercises. Act as a thought leader and strategic advisor for organizational initiatives such as product launches, commercial transformations, and new hire onboarding. Evaluate training outcomes through performance metrics, feedback loops, and ROI analysis, continuously improving program impact. Serve as a liaison to other training departments and cross-functional teams to ensure consistency and alignment in messaging, tools, and learning strategy. Represent the Sales Training function at regional and national meetings, conferences, and leadership events. Travel extensively (up to 80%) to engage directly with sales teams across geographies. Mentor and influence peers and junior team members, fostering a culture of learning and high performance. Other duties as
assigned.

  

Additional responsibilities may include focus on one or more departments or locations. See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Frequent travel (approx. 80%) required, including overnight stays and occasional weekends to support field coaching and conferences.

SUPERVISION:

Will be responsible for the direct supervision of various levels of Training and Education departmental staff.

EDUCATION:

Bachelor’s degree required. Master’s degree in Adult Education, Organizational Development, or a related field preferred Additional certifications in instructional design, coaching, or learning and development are a plus. 

    

EXPERIENCE AND REQUIRED SKILLS:

Minimum 10 years of experience in dialysis, including at least 5 years in pharmaceutical or medical device sales training and education, and 5+ years in a management role. At least 5 years of experience in clinical adult education, preferably in the renal space. Demonstrated knowledge of adult learning theories, instructional design, and the development of educational programs for clinical and commercial teams. Proven ability to lead high-performing teams and collaborate across departments, including Sales, Clinical, Marketing, and Regulatory (e.g., Windchill approval processes). Strong interpersonal and communication skills with the ability to influence and engage stakeholders at all levels through diplomacy and tact. Excellent presentation, writing, and organizational skills; able to manage multiple projects and meet tight deadlines in a dynamic environment. Proficient in Microsoft PowerPoint; experience with learning management systems and digital learning tools is a plus. 

EO/AA Employer: Minorities/Females/Veterans/Disability/Sexual Orientation/Gender Identity 

Fresenius Medical Care North America maintains a drug-free workplace in accordance with applicable federal and state laws.