Commercial Excellence Training Manager

About Us

Össur is a leading global provider of innovative mobility solutions that help people live a Life Without Limitations®. Significant ongoing investment in research and development has led to over 2,100 patents, award-winning designs, and successful clinical outcomes.

Össur is focused on improving people’s mobility through the delivery of Prosthetics and Bracing & Supports solutions. Helping people live a Life Without Limitations is why we exist as a company.

About the Role

The Commercial Excellence Training Manager designs, develops, deploys, and continuously improves training programs that strengthen the performance of the Americas commercial organization. This role equips sales representatives, sales leaders, clinical specialists, account managers, and channel partners with the product knowledge, clinical confidence, selling capabilities, tools, and business acumen required to execute the company’s commercial strategy.

The Manager partners closely with regional Sales, Marketing, Clinical/Medical Affairs, Market Access, Regulatory/Legal/Compliance, and Human Resources to translate business priorities into practical learning experiences. The role leads new-hire onboarding, product-launch readiness, sales methodology training, certification, field coaching, and capability-development initiatives while measuring impact on key commercial outcome

What You’ll Do

Commercial capability strategy

• 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.

Training design and delivery

• Design and facilitate engaging 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 that enable 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 an elevated level of field presence through ridealongs, coaching observations, regional meeting participation, and direct feedback from commercial teams.

Product launches and clinical readiness

• 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, and 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 the development of durable launch-reinforcement plans, including post-launch coaching, refresher training, knowledge assessments, and field feedback loops.

Sales leadership and field coaching

• 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.

Measurement and continuous improvement

• Establish a training measurement framework that evaluates 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 metrics such as onboarding time to productivity, certification completion, field competency, pipeline quality, win rate, average selling price, conversion, quota attainment, product adoption, and training ROI 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.

Who You Are

• 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; experience with CRM platforms such as Salesforce is preferred.
• Ability to travel domestically up to 30–50%, including occasional evenings and weekends associated with meetings, launches, and training events.

Preferred Qualifications

• Master’s degree in Business Administration, Organizational Development, Adult Learning, Health Sciences, or a related field.
• Experience in a clinically complex medical-device segment such as orthopedics, cardiovascular, surgical, neurovascular, diabetes, diagnostics, robotics, wound care, rehabilitation, or prosthetics and orthotics.
• Experience with sales methodologies such as Challenger, Miller Heiman, SPIN, MEDDICC, Solution Selling, Strategic Selling, or comparable frameworks.
• Experience building product launch readiness and certification programs.
• Prior field-sales, clinical-specialist, sales-management, or strategic-account-management experience.
• Familiarity with reimbursement, coding, coverage, payment, health-economic value messaging, and payer/customer-access considerations.
• Experience managing vendors, content-production partners, training budgets, or direct reports.
• Certification in instructional design, facilitation, coaching, project management, or sales methodology.

Why You’ll Feel Good Working Here

Join our team if you want to make a lasting impact; we will support you along the way.

• We value a diverse working environment and a welcoming and fun company culture

• We empower our colleagues and encourage close collaboration, allowing us to develop the best products and maintain the highest possible standards of care

• Competitive Compensation Packages

• Medical, Dental, and Vision Benefits

• 401(k) Retirement Plan with employer matching contribution

• Competitive Time Off

• Paid Parental Bonding

About Us

Embla Medical is a leading global provider of innovative mobility solutions that help people live a Life Without Limitations®. At Embla Medical, we are dedicated to improving people’s mobility. We do this with compassion and innovation, from how we design our award-winning mobility solutions to how we operate our network of patient care clinics.

Embla Medical is home to Össur, a leading global provider of prosthetics and bracing and supports solutions; FIOR & GENTZ, an innovative developer of neuro orthotics; and College Park, creators of custom-built prosthetic solutions. Embla Medical also provides patients with world-class care through a global network of Orthotic and Prosthetic (O&P) facilities, operating under various brand names.

Our People

The way we work is unique. We empower our colleagues worldwide and encourage close collaboration, allowing us to develop the best products and maintain the highest possible standards of care.

Our values – honesty, frugality and courage – are the glue that binds us together and form the foundation of our company culture.

Joining Embla Medical is not just about doing your job, it’s more than that. The patients we care for depend on us to help them get back their freedom and livelihood. That is what drives us all to go to work, each day.

If you are interested in joining our global team of talented individuals, please submit your information and resume for review.

CLICK HERE to view global opportunities at Embla Medical.

If you experience any technical issues, please contact: workdaysupport@ossur.com

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Össur is a leading global provider of prosthetics and bracing and supports solutions.

Embla Medical is an equal opportunity employer and makes employment decisions on the basis of merit. We want to have the best available individual in every job.

Embla Medical's equal opportunity policy prohibits all discrimination (based on race, color, creed, sex, religion, marital status, age, national origin or ancestry, physical disability, mental disability, military service, pregnancy, child birth or related medical condition, actual or perceived sexual orientation, or any other consideration made unlawful by local laws around the world).

Embla Medical is committed to complying with all applicable laws providing equal employment opportunities. This commitment applies to all individuals involved in the operations of Embla Medical and prohibits discrimination by any emplo​yee of Embla Medical, including supervisors and co-workers.

Important Warning: Beware of fraudulent recruiters impersonating our company. Please take extra caution when asked for any sensitive personal information, such as social security numbers or bank account details. We will never ask you for any form of payment during the recruitment process. Please make sure you refer to our official website.