Manager - Sales Training and Customer Enablement

About Phothera

Phothera leads the market with FDA-approved home phototherapy devices designed to treat chronic skin disorders such as vitiligo, psoriasis, atopic dermatitis, and cutaneous T cell lymphoma. The company emerged from the union of Daavlin and National Biological Corporation (NatBio), operating under Madison Industries — a globally renowned industrial group focused on safe, healthy brands that emphasize sustainable growth. Together, these entities bring more than 80 years of phototherapy expertise.

As Phothera expands, it is enhancing access for providers across dermatology practices, health systems, and strategic accounts. This role is crucial to supporting that growth trajectory.

Role Overview

The Manager of Sales Training and Customer Enablement acts as the essential link between marketing and sales. Responsibilities include empowering sales teams to succeed, training accounts for confident prescribing, collecting authentic voice-of-customer data, and serving as the clinical and product expert during field engagements. Success in this highly visible, client-facing position demands versatility — from crafting training content at the desk to delivering presentations in dermatology offices, national account meetings, or sales assemblies.

Key Duties

• Develop and continuously update sales tools, educational resources, and field support materials to help sales personnel effectively communicate Phothera’s unique value.
• Create materials such as competitive battle cards, objection handling aids, and frameworks for clinical discussions.
• Collaborate closely with Indication Marketing to convert messaging and marketing content into formats ready for field use.
• Design and facilitate webinars and presentations that promote healthcare provider education and foster sales growth.
• Manage the sales playbook and lead the distribution of approved messaging, ensuring periodic updates and monitoring adoption rates.
• Conduct routine ride-alongs with territory managers nationwide to observe sales interactions, deliver coaching, and assess tool implementation.
• Establish and follow a structured ride-day schedule that ensures every representative is observed, with clear goals before visits and detailed written summaries after.
• Translate field observations into actionable coaching advice for sales reps and identify content improvements for marketing.
• Work with sales leadership to synchronize findings from ride days with overall territory performance and development planning.
• Provide expert support during ride days for live engagements with prescribers, handling technical queries on the spot.
• Develop and present tailored presentations for national accounts, health systems, integrated delivery networks (IDNs), and large dermatology groups in partnership with strategic accounts and sales leads.
• Create a flexible national account presentation framework adaptable to account type, treatment focus, and participant seniority.
• Communicate clinical evidence, economic benefits, and workflow integration to committees, pharmacy and therapeutics groups, and decision-makers at accounts.
• Own and execute the technical onboarding program for new sales hires, covering devices, treatments, dosing, safety, and clinical data.
• Design structured onboarding paths with milestones, learning targets, and certification steps to qualify reps before independent territory management.
• Deliver live and virtual onboarding sessions including hands-on device training and role-play certification exercises.
• Serve as Phothera’s internal expert on phototherapy including device operation, clinical evidence, treatment protocols, and reimbursement.
• Support Medical Affairs, Sales, and Marketing teams by providing clinical and technical expertise as needed.
• Represent Phothera at relevant conferences, IDN initiatives, key opinion leader events, and major account meetings as a trusted clinical and commercial authority.
• Maintain up-to-date knowledge of phototherapy literature, competing products, and trends in dermatology markets.

Qualifications

• Bachelor’s degree in marketing, life sciences, business, or a related discipline.
• Minimum five years of experience in medical device or specialty pharmaceutical commercial roles including field sales, sales training, or field marketing.
• Proven track record in creating and delivering training content tailored for field sales teams.
• Strong public speaking and presentation skills with experience addressing clinical and executive audiences.
• Ability to convert clinical data into practical, effective sales messaging.
• Willingness to travel between 40% and 50% of the time.
• Preferred qualifications include experience in dermatology, phototherapy, or chronic skin disease markets, and familiarity with national accounts, IDNs, or health system engagements.
• Knowledge of electronic medical record (EMR) prescribing workflows, especially EMA by Modernizing Medicine, is advantageous.
• Experience in establishing new onboarding or certification programs is also preferred.

Equal Opportunity

Phothera is committed to equal employment opportunity for all candidates.