Manager - Sales Training and Customer Enablement (Remote)

About Phothera

Phothera is the leading manufacturer of FDA-cleared home phototherapy devices for chronic skin conditions, including vitiligo, psoriasis, atopic dermatitis, and cutaneous T cell lymphoma. The company was formed through the merger of Daavlin and National Biological Corporation (NatBio), both unified under Madison Industries, a global industrial leader dedicated to building brands that are safer, healthier, and built for long-term growth. Phothera brings over 80 years of combined phototherapy experience.

As the organization grows, Phothera is expanding provider access and utilization across dermatology practices, health systems, and strategic accounts. This role is central to that build.

Position Overview

The Manager, Sales Training and Customer Enablement serves as the critical bridge between marketing and the field. This role equips the sales team to win, trains accounts to prescribe with confidence, gathers real world voice of customer insights, and acts as Phothera's clinical and product subject matter expert in the field.

This is a high visibility, field facing role. Success requires equal comfort building training content at a desk and standing in front of a dermatology practice, a national account committee, or a room of sales reps.

Key Responsibilities

Sales Training and Enablement

● Develop and maintain sales tools, training materials, and field resources that empower the sales team to effectively communicate Phothera's value proposition

● Create competitive battle cards, objection handling guides, and clinical conversation frameworks

● Partner with Indication Marketing to translate messaging and collateral into field ready formats

● Design and deliver webinars and presentations to support HCP education and sales growth

● Own the sales playbook and approved messaging rollout to the field, including refresh cycles and adoption tracking

Field Ride Days

● Conduct regular ride days with territory managers across all regions to observe live selling, coach on message delivery, and assess tool adoption in the field

● Build a documented ride day cadence covering every rep on a defined rotation, with pre visit objectives and post visit written debriefs

● Translate ride day observations into concrete coaching actions for the rep and content gaps for marketing

● Partner with the VP of Sales and regional leadership to align ride day findings with territory performance and development plans

● Serve as a credible in office resource during ride days, supporting reps in live prescriber conversations and technical discussions

National Account Presentations

● Develop and deliver presentations to national accounts, health systems, IDNs, and large dermatology groups in partnership with Strategic Accounts and Sales leadership

● Build a standardized national account presentation framework that can be tailored by account type, indication focus, and audience seniority

● Present clinical evidence, economic value, and workflow integration to committees, pharmacy and therapeutics groups, and account decision makers

New Hire Technical Onboarding

● Own the technical onboarding curriculum for all new sales hires, covering device portfolio, treatment protocols, dosing and Guided Mode, safety, and clinical evidence

● Build a structured onboarding path with defined milestones, learning objectives, and a certification checkpoint before reps carry a territory independently

● Deliver live and virtual onboarding sessions, including hands on device training and role play certification

Subject Matter Expertise

● Serve as Phothera's internal subject matter expert on phototherapy: clinical evidence, device operation, treatment protocols, and reimbursement pathways

● Support Medical Affairs, Sales, and Marketing with clinical and technical expertise as needed

● Represent Phothera at conferences, IDN campaigns, KOL engagements, and key account meetings as a credible clinical and commercial resource

● Stay current on phototherapy clinical literature, competitive landscape, and dermatology market dynamics

Qualifications

Required

● Bachelor's degree in marketing, life sciences, business, or a related field

● 5 or more years of experience in medical device or specialty pharmaceutical commercial roles, including field sales, sales training, or field marketing

● Demonstrated experience building and delivering training content to a field sales organization

● Strong presentation skills with experience presenting to clinical and executive audiences

● Ability to translate clinical evidence into practical, field ready selling language

● Willingness to travel 40% to 50%

Preferred

● Dermatology, phototherapy, or chronic skin disease experience

● Experience supporting national accounts, IDNs, or health system selling

● Familiarity with EMR based prescribing workflows, including EMA by Modernizing Medicine

● Experience standing up a formal onboarding or certification program from scratch

Equal Opportunity Employer

Phothera is an equal opportunity employer.