Job Description:
We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.
The Sales Training & Development Manager is a high-impact commercial enablement role, responsible for supporting the design, development, delivery, and continuous optimization of sales training across Antech’s field force in Germany. This role serves as an active manager, balancing hands-on training delivery and field coaching with input into shaping Antech’s regional sales excellence program.
Operating in a matrixed environment, you will collaborate closely with local German sales leadership, regional marketing, and enablement stakeholders to drive commercial excellence. The primary purpose of this role is to build and embed consultative, value-based selling capabilities paired with a growth mindset and commercial winning mentality across our German field force.
You will equip our sales professionals with the tools, skills, and confidence to proactively pitch for new business, position our full portfolio of diagnostic services, earn customer trust, navigate practice complexity, and close high-impact deals that deliver mutual business growth.
Essential Duties and Responsibilities:
Strategy & Commercial Partnership
· Act as the strategic training bridge between the German commercial business and the broader regional sales enablement team - translating regional frameworks into localized, market-ready training initiatives.
· Partner with the German Sales Leadership to set high-impact training priorities that directly support commercial targets and rapid capability growth.
· Maintain competitive edge by staying ahead of veterinary industry trends, competitor moves, and innovations, partnering with subject matter experts (Product Managers, Medical, Lab Operations etc.) to keep commercial messaging sharp.
· Promote a culture of continuous improvement, accountability and customer focus aligned to the Mars Science & Diagnostics culture and behaviours.
Commercial Capability & Portfolio Mastery
· Train reps on the foundations of commercial success – including prospecting, qualification, pipeline management, call-planning disciplines and deal closing.
· Champion a value-based selling framework empowering reps to deeply understand practice needs, build lasting clinical trust, and close deals on measurable economic and clinical value.
· Drive Full-Portfolio Fluency across Antech’s complete diagnostic ecosystem (Reference Labs, In-Clinic Analyzers, Imaging, and Software) - training reps to uncover practice needs and sell integrated solutions rather than standalone products.
· Train reps to understand clinic daily operations and position Antech’s comprehensive diagnostics portfolio as trusted solutions that support practice success.
· Equip sales reps with the frameworks and confidence to navigate complex clinical, financial, and competitive objections without defaulting to price based discussions.
· Train teams in structured negotiation strategies to structure multi-year diagnostic agreements, and close mutually beneficial, high-value contracts.
Training Design, Delivery & Field Coaching
· Deliver dynamic, multi-modal training across virtual classrooms, interactive workshops, 1:1 sessions, and digital content that keep field teams engaged.
· Create learning content - including simulations, role-plays, demos and content that translate complex diagnostics into simple, compelling sales conversations.
· Coach in the field via regular co-travels and observations, providing immediate, actionable feedback that converts training into won accounts.
· Equip Sales Leaders to improve rep performance with practical coaching guides and reinforcement frameworks that drive sustained team growth.
Sales Enablement & Continuous Improvement
· Build impactful enablement tools that reps can actively use during customer meetings.
· Measure commercial ROI by tracking training effectiveness, skill adoption, and commercial KPIs to continuously optimize learning programs.
· Continually evaluate all sales training activities to identify areas for improvement and drive overall effectiveness.
Perform other sales enablement duties as assigned to accelerate business growth.
Education and Experience:
Bachelor’s degree in Business, Communications, Education / Learning & Development, Veterinary Medicine, Life Sciences, or a related field (or equivalent practical experience).
3+ years of successful experience in sales training, commercial enablement, field sales management, or commercial excellence.
3–5+ years of experience in the Animal Health, Veterinary Diagnostics, Medical Devices, Human Health or Life Sciences sector strongly preferred.
Deep understanding and practical application of consultative, value-based, and solution-selling methodologies.
Proven ability to navigate, influence, and succeed within a matrixed, multi-stakeholder regional/local commercial environment.
Fluent / Native-level German and professional working proficiency in English (written and verbal).
Exceptional in-person and virtual presentation, classroom facilitation, and 1:1 field coaching skills.
Ability to develop engaging learning assets, role-play scenarios, and practical sales playbooks.
Proficiency with modern LMS platforms, CRM systems (e.g., Salesforce), and virtual collaboration tools.
Travel up to 30%
About Antech
Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.
Note to Search Firms/Agencies
Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.
