sales training development in ma ca resume frank estrada
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8/2/2019 Sales Training Development in MA CA Resume Frank Estrada
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Frank Estrada, CPLPLexington, MA 02421 Phone: 617-930-8041 [email protected] http://www.linkedin.com/in/frankestradacplp
Experienced learning & development professional with significant expertise in workplace learning andperformance and skilled in transforming training departments that have reached a plateau and need new,creative, and cost efficient training solutions that improve job performance and drive company revenue.Expertise in learning technologies, designing synchronous, asynchronous and mobile learning and with a passion
for integrating social medial tools in order to deliver training that is memorable and engaging. I have the abilityand the skills to be a one-person training department or I can lead a team of training professional in a start-up or
a global enterprise setting.
CORE COMPETENCIES
L&D Management Project Management Training Delivery
Performance Metrics ROI Methodology Competency Test Design
Needs Analysis Curricula Development LMS Platforms
ISD Methodologies Job Competency Mapping Distance Learning
Instructional Design Train the Trainer Adult Learning Theory Facilitation Learning Technologies Talent Development
EXPERIENCE
Smith & Nephew - Andover, MA Aug 2008 – Dec 2011
Advanced Surgical Device Training
DIRECTOR, – US Sales Training
Main responsibilities included providing senior leadership to the Learning & Development team and to provide
customized learning solutions in order to improve job performance and drive revenue. Scope of role included overseeing
content development, implementing ADDIE processes across all training interventions, aligning the training plan with the
mission and strategy of the organization and effectively managing all aspects and processes of the learning function.
Demonstrated competencies included: ISD methodologies, job competency mapping, mastery of learning technologies,
performance metrics & social media.
Key Results
Redesigned entire learning curriculum that shortened medical device rep training from two years to twelve months
Enhanced delivery of technical content that resulted in better retention and less time out of the field
Improved new-hire program efficiency by incorporating e-learning, self-directed learning and classroom time
Designed rigorous medical device credentialing program that resulted in improved technical knowledge & skills
Successfully launched Sales Development Management Team to drive new anchor sales
Initiated and developed a two-day customized selling program for new medical device reps that improved delivery of
key selling messages
Millennium Pharmaceuticals – Cambridge, MA April 2003 – May 2008
Training Strategy & Communication
DIRECTOR – Sales Training
Main responsibilities included oversight of the design, development and implementation of the company's sales training
program and to contribute to the company's success by collaborating with marketing, sales leaders, HR and other internal
& external constituents to provide employees with meaningful and relevant programs supporting their personal and
professional development. Scope of role included overseeing meeting planning & the East Sales Region and managing 51
Sales Representatives and 6 Sales Managers. Demonstrated competencies included: Needs analysis, instructional design,
performance management, sales force effectiveness, performance scorecards and ROI methodology.
8/2/2019 Sales Training Development in MA CA Resume Frank Estrada
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Frank Estrada Page 2 of 2 617-930-8041 [email protected]
Key Results
Redesigned entire learning curriculum that improved content retention and improved delivery of clinical data
Developed Career ladder with HR that resulted in increased employee engagement
Created branded field communications approach that improved readability of training materials
Coached sales managers in East Division to implement performance management tools
Received Millennium Cup, based on #1 sales region in the country
Pharmacia Oncology – Peapack, NJ May 2000 – July 2002
Oncology Sales
Pharmacia Oncology was a division of Pharmacia Corporation that focused on delivering chemotherapeutic agents to
patients with cancer worldwide. Pfizer acquired Pharmacia Oncology in 2002.
Sales Manager– Florida District
Main responsibilities included hiring, training and leading a team of tenured sales representatives to successfully launch
chemotherapeutic agents for breast and colon cancer. Scope of role included overseeing divisional budget, meeting
financial goals, key account management and providing accurate forecasts. Demonstrated competencies included:
Business development, consultative selling, problem solving, closing skills and revenue growth generation.
Key Results
Exceed quota every quarterSuccessfully launched products in heavily penetrated breast cancer market
Achieved #1 in sales ranking during first year and received president’s cup
Ortho Biotech – Raritan, NJ May 1993 – May 2000
Oncology Sales
Ortho Biotech was a subsidiary of Johnson & Johnson that focused on delivering supportive therapies to patients with
anemia of cancer. Centocor merged with Ortho Biotech in 2008.
Sales Manager– Los Angeles District
Main responsibilities included hiring, training and leading a team of sales representatives to successfully launch anemia
drug in the Western Region. Scope of role included overseeing divisional budget, meeting sales quotas, developing reps
and calling on strategic customers. Demonstrated competencies included: Business development, performance
management, recruiting, planning, coaching and talent development.
Key Results
Exceed quota every quarter
Transformed underperforming team and immediately resolved long standing problems and moved team to top 5
during first year
Negotiated contract with Northern California Kaiser that increased sales in region by 20%
Education
CALIFORNIA STATE - FULLERTON - Bachelor of Administration, International Business Administration
Professional CertificationsCertified Professional in Learning and Performance (CPLP)
Instructional Designer
Director of Training Certification
Technical Trainer
Instructor/Facilitator Certification
Additional ExperienceNon-Commissioned Officer - United States Marine Corps
Reserve Police Officer, Oxnard CA,
Fully Bilingual (Spanish)