Three Ways To Close A Sale

About AVEO AVEO Pharmaceuticals (NASDAQ: AVEO) integrates a proprietary cancer biology platform with drug development and commercial expertise in its efforts to discover and develop targeted cancer therapeutics. The company's lead product, tivozanib, is a potent, selective and continuous inhibitor of all 3 VEGF receptors that is designed to optimize VEGF blockade while minimizing off-target toxicities. Tivozanib is an oral, once-daily, investigational TKI that is currently being investigated in a global, randomized Phase 3 clinical trial called TIVO-1 comparing tivozanib to sorafenib in advanced kidney cancer, as well as additional clinical studies in other solid tumor types. AVEO's proprietary, integrated cancer biology platform offers the company a unique advantage in oncology drug development and has provided a discovery engine for high-value targets. This approach has resulted in a promising pipeline of monoclonal antibodies against novel targets including HGF, ErbB3, RON, Notch and FGFR. For more information, please visit the company's website at www.aveopharma.com. Position Description In this newly created position, Director/ Sr. Director of Training is responsible for building the Sales Training organization, developing all training programs and delivering sales materials to the field sales force. This will include product knowledge, competitive product analysis and differentiation, sales force effectiveness for sales processes and compliance requirements, business plan development with success metrics and requirements for note-taking & records retention. In addition to sales training, this position will support corporate training initiatives to ensure compliance with OIG guidelines. The incumbent will develop and facilitate all areas and phases of sales training including on-going field needs, managers meetings, plan of action meetings and product launches. Collaborative work with Sales, Marketing, Legal, HR, Regulatory, Medical and Operations is essential to deliver effective sales training programs. Job Responsibilities Lead and develop training around launch plans for US Sales and Marketing teams to ensure consistency in launch readiness including development of product and non-product training modules for new oncology sales team Design and execute product and non-product training for sales specialists and sales management team in collaboration with internal stakeholders, partners and external vendors Lead and coordinate new hire training programs for Sales and Commercial Operations Lead efforts in launch and other company meeting planning and execution, including site and production vendor selection, agenda creation, workshop development and delivery as well as overall meeting facilitation Build the Sales Training organization, staff as appropriate, set direction through the performance management process and develop team Partner and collaborate with Marketing to develop sales force strategies to ensure product success in the marketplace Identify, evaluate and manage vendors to support training Establish goals and learning objectives to design appropriate and effective curricula, utilizing principles of adult learning Leverage technology to promote cost effective remote training using company LMS system Partner with Sales Management to develop and administer sales force development plans and performance evaluations Perform additional responsibilities and participate in special projects as assigned Collaborate with AVEO-s commercial corporate partner to achieve consistent and compelling materials and programs in a compliant and effective manner Lead training sessions that focus around selling skills, clinical study reviews, clinical case studies, competitive overviews, account management and OIG guidelines for compliance, etc. Aid in cross functional training to other functional areas, such as Marketing, Clinical and Corporate Partner and work with the Regional Business Directors, Managed Care Directors and Clinical Sales Specialists in their territories to provide coaching and feedback for development and for assisting in driving sales Conduct regular conference calls with Sales leaders and Specialists to cover recent clinical information and enhance selling opportunities Develop programs and gap assessment tools for use at regional meetings to aid in continued development of the Sales Specialist skill and knowledge base Incorporate all required regulatory and legal compliance programs into the appropriate training programs