At Definitive Healthcare, our passion is to transform data, analytics and expertise into healthcare commercial intelligence. We help clients uncover the right markets, opportunities and people, so they can shape tomorrow’s healthcare industry. Our SaaS platform creates new paths to commercial success in the healthcare market, so companies can identify where to go next.
Our employees are kind, collaborative, energetic, approachable and driven. On top of that, we value the unique perspectives, backgrounds and voices of our employees. Why? Because their diverse experiences drive new ideas and help us build a better community.
For over 10 years, we’ve built a collaborative culture driven by employees who share a passion for improving the healthcare ecosystem, enjoy giving back to the local community and value diversity and inclusion.
One of the hallmarks of our culture is our commitment to community service. Through the DefinitiveCares program, employees can work with their choice of more than 40 charitable organizations, supporting causes from hunger and homelessness to healthcare, LGBTQ+ issues, racial justice, women’s initiatives and more. 2021 marked the sixth year that we had 100% employee participation in DefinitiveCares.
We also provide a range of opportunities for employees to connect with each other. Employees can join any of our employee run affinity groups supporting causes such as women’s empowerment, LGBTQ+, Black, indigenous and people of color (BIPOC), disabilities and working parents and potential for many more. Affinity groups often enable greater education companywide through training, events and speaker series.
We’re also a great place to work. For five years in a row, we’ve been recognized by the Boston Business Journal and the Boston Globe as a best place to work in Massachusetts. In 2022, Energage recognized us for Culture Excellence in Compensation & Benefits, Innovation, Great Leadership, Purpose & Value and Work-Life Flexibility!
Think you’d be a good addition to our team? Explore our available positions here. We’d love the chance to get to know you.
Your challenge:
This role will provide an exciting opportunity for someone to combine a passion for learning & development with excellent communication and relationship building skills. We are looking for a skilled B2B Sales Training Leader to work very closely with Sales Leaders, Sales Managers, Sales Executives, and Account Managers to ensure all members achieve top performance. S/he will have a strong background in managing the delivery of training, coaching and mentoring in a sales environment, with a track record of helping teams hit targets. S/he will be responsible for the development and delivery of sales training content, covering sales methodologies and selling skills (e.g. Account Planning, Pipeline Management, Pre-Call Planning, Value Messaging, Objection Handling, Communication Skills, Negotiation Skills, etc.) as well as new product and tools training. Reporting directly to the Vice President, Sales Enablement & Operations, this position will be based in Framingham, MA.
Here are the things you will tackle:
- Manage the development and implementation of sales training programs including new hire training, ongoing sales skill training, new product rollout, and annual sales kick off
- Oversee the delivery of training across new hires, seasoned sellers, and sales managers and all roles in go-to-market
- Work closely with Sales Leadership to identify strengths and areas of development for the sales organization based on current skills, processes, and knowledge
- Collaborate with internal and external resources to create, update, and deliver training programs to improve the overall productivity of the sales force
- Leverage subject matter experts where applicable to assist with development of training/coaching content
- Produce sales training in various formats (online self-paced, webinar-based, classroom, etc.)
- Regularly assess sales reps and management by observing performance/behaviors and collaborating with appropriate cross-functional area(s) to determine training needs
- Define, measure and apply data-driven training metrics to achieve company objectives
- Design a development program for frontline managers to ensure they have the skills, knowledge, processes, and tools required to lead their sales teams effectively
- Establish metrics and objectives for sales enablement using tools for reporting and benchmarking, and make results-driven, innovative recommendations for increasing sales productivity
- Accurately measure the effectiveness of ongoing implemented trainings and continue to evolve training initiatives based on analysis
- Recommend, provide, or administer systems and tools to support coaching, sales process and team effectiveness
- Offer coaching and mentorship to the team
- Establish and maintain a 90 day rolling enablement calendar
Key metrics of success
- Pipeline Generation
- Reduced Sales Cycle Time
- Reduce time to ramp of new hires
- Increase rep productivity
- Operating Rhythm performance & behavior trends (activity mgmt.)
What you’ll need:
- BA/BS in business, marketing, sales or related area
- Minimum 10 years of work experience in training and enablement
- Minimum 4 years leading a team
- Strong knowledge of B2B go-to-market and sales processes
- Knowledge and proficiencies in B2B buyer processes
- B2B sales methodologies and sales skills
- Instructional design and content development for modern adult learning
- Leadership development and consulting skills
- Ability to work comfortably and effectively with multiple levels of management
- Ability to travel up to 20% of the time
- Proven execution of KPI's in prior roles
Why we love Definitive, and why you will too!
- Industry leading products
- Work hard, and have fun doing it
- Incredibly fast growth means limitless opportunity
- Flexible and dynamic culture
- Work alongside some of the most talented and dedicated teammates
- Definitive Cares, our community service group, gives all of us a chance to give back
- Competitive benefits package including great healthcare benefits and a 401(k) match
What our Employees are saying about us on Glassdoor:
“Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed.”
-Business Development Manager
“Great team. Amazing growth. Employees are treated very well.”
-Research Analyst
“I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there.”
-Profile Analyst
If you don’t fit all of these qualifications, but believe you’re still a great fit, feel free to apply and tell us why in your cover letter.
If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.
Definitive Hiring Philosophy
Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!
Privacy
Your privacy is important to us. Please review our Candidate Privacy Notice which tells you how we use and process your personal information
Please note: All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators with an @definitivehc.com email address. We will never request any money transfer or purchase of equipment with a promise of reimbursement. If you receive any suspicious communications, please reach out to [email protected] to confirm your status in the application process.
