Aurinia, Director, Sales Training and Development

Location: Rockville, MD


Department: Commercial Operations

Company Description

Aurinia is a clinical stage biopharmaceutical company focused on developing and commercializing therapies in disease areas of high unmet medical need. We are currently developing voclosporin, an investigational drug, for the treatment of Lupus Nephritis (LN) and focal segmental glomerulosclerosis (FSGS). Additionally, we are advancing voclosporin ophthalmic solution (VOS), a topical formulation, for the treatment of dry eye syndrome (DES).

Job Description

The Director, Sales Training and Development is accountable for the development, implementation, and active management of training strategies, plans and processes to support organizational goals. The Director is responsible for all training programs involving customer-facing roles within the Sales and Managed Markets organizations. This includes management development, new hire training, advanced and recurrent training, as well as additional development programs such as District/Regional Field Trainers and emerging leaders. This position plays a key role in the design, development and implementation of all sales force effectiveness training programs that directly support the strategic and operational objectives of the Commercial organization. The incumbent will collaborate with various internal and external business partners to establish learning and development processes that include comprehensive and continual assessment of stakeholder needs (learning tools and resources/program/technology/metrics).


The Director, Sales Training and Development is responsible for designing and overseeing the use of training programs within the company. They will consistently look for and apply new ways to help employees better develop and harness skills.


Primary Responsibilities

  • Develop and maintain a highly-relevant, goal-oriented strategic training plan
  • Collaborate with executive and senior stakeholders to ensure full alignment
  • Identify, lead in design of, and deliver impactful sales training that improves the competency level of the organization
  • Establish formal training and certification requirements (program) for Sales Training Team
  • Institute a training continuum for all customer-facing roles, measure effectiveness and continuously improve
  • Deliver effective training results during POA and other strategic commercial meetings
  • Responsible for improving the competency level via training of all customer-facing roles in Sales and Managed Markets
  • Continuously seek and support new approaches, practices and processes to improve the efficiency and efficacy of training services offered
  • Adhere to adult learning principles and sound training design
  • Enable effective delivery of training in HQ and at local level
  • Establish processes that enable timely and actionable performance feedback of trainees
  • Manage and develop all members of the Sales Training Team
  • Lead and participate in highly visible, cross-functional initiatives
  • Build trust and credibility with business partners through regular interaction that is evidenced by feedback and proven working partnerships
  • Minimum of 15% field time
  • Has product expertise for all promoted products
  • Is proficient and certified in selling and coaching models used throughout the commercial organization
  • Effective budget management and resource utilization


  • Bachelor’s Degree or equivalent experience
  • Strong knowledge and experience of the end-to-end learning process, i.e., learning needs assessment, program design and delivery, and learning evaluation and assessment
  • Experience in nephrology and rheumatology preferred
  • Proven ability to interpret customer needs and translate these into a coherent program of work
  • Track record of project management skills and expertise across medium to large-scale projects
  • Experience leading “development” initiatives, i.e., training, coaching, learning initiatives
  • Ability to work successfully in a fast-paced environment with the need to manage constant change.
  • Ability to deal with ambiguity – ready to change gears and plans quickly
  • Ability to build relationships quickly and credibly
  • Experience working within a complex, matrixed environment

Additional Information

All candidate information will be kept confidential according to EEO guidelines.


If you are interested in this position, please forward your resume to