Director, Commercial Training & Sales Enablement (CTSE)

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Summary The Director, Commercial Training & Sales Enablement (CTSE) is responsible for the strategic leadership, development, execution, and continuous improvement of commercial training and sales enablement initiatives supporting enterprise business responsibility for commercial training in the Western Europe (WEU) Business and also including CEEMEA for Advanced Surgery.

This role serves as the commercial capability leader for the business, responsible for building and executing comprehensive learning and sales enablement strategies that accelerate sales team effectiveness, leadership capability, product adoption, customer engagement, and business performance. The Director leads commercial training strategy and deployment across the entire employee lifecycle, including onboarding, product and clinical education, sales methodology, leadership development, launch readiness, ongoing capability development, and performance advancement.

The role engages with leaders at all levels from the President of each business through to individual contributors, and is a standing business partner and consultant of the leadership teams within the entire geography listed above and sits on the Global CTSE Leadership Team. Working closely with Commercial Leadership, Global and Regional Marketing, Clinical, Medical, Human Resources, and Global CTSE partners, this individual will influence strategic priorities, identify capability gaps, capture data and analytics, and develop scalable learning solutions that drive measurable business outcomes.

The Director will lead a team of training professionals and manage training investments, resources, and external partners to ensure successful execution of business priorities across the region supporting ~500 sales employees in the region including sales leaders and sales representatives.

Key Responsibilities Commercial Training & Enablement Strategy

Develop and execute a comprehensive commercial training and sales enablement strategy aligned to global CTSE pillars and enterprise business objectives across the WEU markets

Partner with senior commercial leadership to assess organizational capabilities, identify performance gaps, and prioritize development initiatives

Create and maintain a multi-year capability roadmap that supports business growth, product innovation, market expansion, and changing customer needs

Ensure training and sales enablement priorities are aligned with global capability frameworks, standards, and strategic initiatives

Act as the primary strategic advisor to business leaders on capability development, learning effectiveness, and sales readiness

Sales Force & Leadership Development

Lead development and execution of training programs in conjunction with the global COE in CTSE. Programs will support sales representatives, sales leaders, clinical specialists, and channel partners

Oversee new hire onboarding and certification programs to accelerate time-to-productivity

Assess need for and implement sales leadership development programs focused on coaching, talent development,



execution excellence, and performance management

Drive adoption and reinforcement of selling methodology, customer engagement strategies, and commercial best practices

Ensure field teams possess the product, clinical, market, competitive, and selling capabilities required to achieve business objectives and oversee certification processes, implementation, and outcomes

Launch Readiness & Business Transformation

Partner with Global and Regional Marketing, Medical Affairs, and Commercial Leadership to develop and execute launch readiness strategies

Ensure field readiness for new products, services, digital solutions, and strategic initiatives

Lead organizational change management and capability-building efforts associated with commercial transformation initiatives

Implement innovative learning technologies and approaches that improve learner engagement, retention, coaching, and performance

Stakeholder Leadership & Business Partnership

Build trusted relationships with stakeholders across all levels of the organization, including senior executives and Business Unit leadership

Serve as a key member of business planning and leadership forums to ensure capability implications are incorporated into strategic decisions

Influence and align cross-functional stakeholders around capability priorities, resource allocation, and enablement strategies

Collaborate with Global CTSE teams to ensure consistency, scalability, and sharing of best practices

Training Effectiveness & Analytics

Partner with the Global CTSE Center of Excellence (COE) to establish and monitor metrics to evaluate training effectiveness, field readiness, learning adoption, and business impact

Partner with CTSE COE to map curriculum and learning assets against business needs to develop the right learning pathways by role and business

Utilize data and performance insights to continuously improve learning programs and capability initiatives

Monitor and share dashboards with regional leadership demonstrating the value and impact of training investments

Leverage analytics to identify capability gaps and emerging development opportunities

People Leadership

Lead, coach, and develop a team currently including five Senior Training Managers

Foster a high-performance, collaborative culture focused on innovation, accountability, and continuous improvement

Establish clear objectives, development plans, and success measures for team members

Build organizational capability and succession pipelines to support future business needs

Financial & Operational Leadership

Develop and manage annual operating plans and budgets for training and sales enablement initiatives

Ensure effective prioritization and allocation of resources to maximize business impact

Manage business-related vendor partnerships and learning solutions while collaborating with senior leadership on broader vendor governance

Oversee planning and execution of major training events, sales meetings, national training meetings, leadership development programs, and field-based learning experiences

Qualifications

Demonstrated success leading commercial training, sales enablement, sales effectiveness, or capability development organizations

Proven ability to influence and collaborate with senior leaders in a complex, matrixed environment

Strong strategic planning, business acumen,



and organizational capability development expertise

Exceptional communication, facilitation, and executive presentation skills

Demonstrated experience leading cross-functional initiatives and driving organizational change

Strong analytical skills with the ability to translate performance data into actionable business insights

Proven ability to lead teams, develop talent, and build high-performing organizations

Ability to effectively manage multiple priorities and adapt to evolving business needs

Experience implementing innovative learning technologies, digital learning strategies, and modern enablement solutions

Willingness and ability to travel up to 50% across the region of responsibility

Preferred Capabilities

Commercial capability strategy and workforce development planning

Sales methodology implementation and reinforcement

Leadership development and coaching program implementation

Learning impact analysis and performance consulting

Launch readiness and commercial execution planning

Change management and transformation leadership

Learning technology, LMS, and digital learning ecosystem expertise

AI-enabled learning, coaching, and sales enablement solution experience

Vendor management and learning partner oversight

Executive stakeholder engagement and influence

Education & Experience

Bachelor's degree in Business, Education, Marketing, Life Sciences, Organizational Development, or a related field

Advanced degree (MBA, Master's in Learning & Development, Organizational Leadership, or related discipline) preferred

Minimum of 10 years of relevant experience in commercial training, sales enablement, sales leadership, commercial excellence, or related healthcare industry roles

Experience in medical device, healthcare technology, diagnostics, life sciences, or other regulated healthcare environments preferred

Prior people leadership experience managing professional-level teams preferred

Demonstrated success leading regional or multi-business commercial capability initiatives preferred

We understand compensation is an important factor as you consider the next step in your career. At Baxter, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The minimum salary for this position is €112,000 annually. Your initial pay could be at the minimum or higher based on skills, expertise, experience, and other relevant factors, all of which are subject to change. This position may also be eligible for competitive benefits, discretionary bonuses, incentives, and/or long-term incentive. For questions about our pay philosophy and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview.

Equal Employment Opportunity Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

Recruitment Fraud Notice Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review the Recruitment Fraud Notice.

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Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/84g07x