MICHAEL GROSSHANS
Flower Mound,TX
Summary
Results-driven and efficient senior director with extensive industry experience in learning & talent development, enablement, training delivery, sales training, and department management in healthcare, pharma, life sciences, hospital, pharmacy, health systems, pharmaceutical distribution, and SAAS. Demonstrated ability in recruiting, staffing, and leadership development. Personal professional leader adept in leveraging design thinking to deliver learning in modalities that are engaging, easy to consume, relevant, impactful, scalable, and measurable. Accomplished professional utilizing adult learning methodologies (Blooms Taxonomy, Kirkpatrick Levels) and instructional design methodologies (ADDIE, SAM, UbD, ARCS). Certified master trainer in Professional Selling Skills (PSS), Tools for Coaching Excellence, Interpersonal Communication Skills (ICS), Professional Sales Negotiation (PSN), Strategic Selling, Spin Selling, and dynamic presentation skills. Expert in Miller Heiman, Scotwork, The Challenger Sale, Korn Ferry, DiSC, StrengthsFinder, Core Strengths, and Myers-Briggs sales and leadership approaches.
Overview
25
25
years of professional experience
Work History
SR DIRECTOR, LEARNING DEVELOPMENT AND ENABLEMENT
AMN Healthcare
Dallas, Texas
02.2023 - 11.2023
- Hired to build, scale, implement, and lead the learning and development function as a shared service across the enterprise to support One AMN
- Accountable for the continuous training and development of more than 600 field based and inside sales professionals/leaders and recruiters along with over 2,000 support roles
- Designed enterprise sales training and enablement support models as a shared service with customer-centric mindset
- Created all job roles, descriptions, responsibilities, job families, pay bands, and hiring requisitions
- Consolidated all embedded training assets across enterprise, assessed required talent for new business model, and established Onboarding program models for over 20 lines of business
- Partnered with Marketing and Sales Sr Leadership to create training content, talk tracks, and modeled "How to Tell the One AMN Story" to clients across all lines of business
- Created an enterprise sales playbook that includes sales plays across all service lines, which increased opportunity to close rate by 20%
- Implemented core sales methodology with Miller Heiman/ Korn Ferry, led CMS and sales enablement tool implementation with Highspot, and monitored effectiveness of sales teams by CRM and data driven insights
- Layoff due to 4th quarter 2023 downsizing of 200+ employees
GLOBAL HEAD OF LEARNING DEVELOPMENT AND ENABLEMENT
McKesson Corporation
Dallas, Texas
11.2014 - 02.2023
- Led and managed instructional/ graphic designers, training Directors/Sr Managers, technology managers, project managers, LMS managers, enablement managers, and outside contractors
- Accountable for the continuous training and development of more than 2500 field based and over 500 inside sales professionals/leaders along with over 10,000 support roles
- Rebuilt team from 1 Training Manager into a world-class training team of 15 diverse professionals
- Partnered with HR to create role-based competencies that matched all sales Job Descriptions
- Internally developed comprehensive role-based Onboarding and continuous sales & leadership training programs with focus on core competencies and leader coaching fundamentals
- Fully automated 21 Onboarding Programs within the LMS and created the first Center of Excellence
- Envisioned and implemented McKesson Sales Leader University
- Shortened ramp-to-productivity time by 6-12 months in all Segments
- Partnered with Executive Operating Team and 11 Business Unit executive leadership teams to drive strategic initiatives through customized, specialized training and analytics
- ROI for FY 2018-2022 resulted in over 12% growth for the organization- $260billion (Fortune 7)
- Collaborate with Corporate and BU marketing teams to develop narratives/pitches that enable the sales teams to communicate value to customers-to include Personas, Segmentation, Buying Journey, and QBR 's
- Designed and launched the first McKesson mobile-friendly landing pages within MyLearning LMS platform
- Implemented blended learning approach to all curricula to leverage contemporary learning methodologies
- Launched Highspot Training & Coaching and Brainshark enablement platforms
- Coordinated and launched core sales methodology (Professional Selling Skills-Miller Heiman) to entire sales organization over the course of 3 months along with reinforcement application
- Responsible for the planning, coordination, and execution of the yearly National Sales Conference and training of more than 3000 professionals across the enterprise with a $5million budget.
GLOBAL VICE PRESIDENT, SALES OPERATIONS AND LEARNING & DEVELOPMENT
United States Marine Corps Recruiting Command
California, United States
03.2006 - 01.2012
- Accountable for leadership and sales training of 40 Regional Directors, 500 District Managers, and 10,000+ recruiters
- Responsible for driving yearly sales goals with 10% annual growth.
DISTRICT SALES MANAGER, REGIONAL DIRECTOR OF TRAINING, SALES PROFESSIONAL
United States Marine Corps Recruiting Command
California, United States
12.1998 - 03.2006
- Supervised 75 sales professionals in 5 different Districts covering Northern California in a 4-year period
- 3x Sales Leader of the Year
- Recruiter of the Year and top 1% in District.
GENERAL MANAGER OF SALES AND OPERATIONS
Rotech Healthcare
San Francisco Bay Area, California
TERRITORY SALES MANAGER
Pacific Pulmonary Services
San Francisco Bay Area, California
Education
Master of Arts (M.B.A., MAML) in Management and Leadership -
Liberty University
Bachelor of Science (B.S.) in Interdisciplinary Studies (Business, Communications, Psychology) -
Liberty University
Skills
- Customer Relationship Management (CRM)
- Forecasting
- Training and Development
- Sales Operations
- Coaching
- Business Intelligence (BI)
- Leadership Development
- Diagnostics
- Strategic Planning
- Business Modeling
- Performance Metrics
- Pipeline Management
- Lead Qualification
- Reporting
- Enablement Strategy
- Adult Learning Methodologies
- Project Management
- Program Management
- Instructional Design
- Competencies
- Certification
- Onboarding
- Learning Paths
- Sales Playbooks
- Professional Development
- Curriculum Development
- Delivery
- Salesforce (SFDC)
- Office 365
- Smartsheet
- Workday
- Articulate 360
- Adobe Captivate
- Camtasia Studio
- Go Animate
- Vyond
- Commercial Tribe
- Highspot
- Brainshark
- Cornerstone
- Blackboard
- Learning Management Systems (LMS)
- Content Management Systems (CMS)
- WalkMe
- Lean Six Sigma Green Belt
Military Experience
- United States Marine Corps Recruiting Command, California, 03/01/06, 01/01/12, GLOBAL VICE PRESIDENT, SALES OPERATIONS AND LEARNING & DEVELOPMENT, Accountable for leadership and sales training of 40 Regional Directors, 500 District Managers, and 10,000+ recruiters. Responsible for driving yearly sales goals with 10% annual growth.
- United States Marine Corps Recruiting Command, California, 12/01/98, 03/01/06, DISTRICT SALES MANAGER, REGIONAL DIRECTOR OF TRAINING, SALES PROFESSIONAL, Supervised 75 sales professionals in 5 different Districts covering Northern California in a 4-year period. 3x Sales Leader of the Year Recruiter of the Year and top 1% in District
- United States Marine Corps, California, 11/01/92, 10/01/12, ACTIVE DUTY, ACTIVE RESERVES, RESERVES, Gunnery Sergeant/ E-7
References
References available upon request.
Timeline
SR DIRECTOR, LEARNING DEVELOPMENT AND ENABLEMENT
AMN Healthcare
02.2023 - 11.2023
GLOBAL HEAD OF LEARNING DEVELOPMENT AND ENABLEMENT
McKesson Corporation
11.2014 - 02.2023
GLOBAL VICE PRESIDENT, SALES OPERATIONS AND LEARNING & DEVELOPMENT
United States Marine Corps Recruiting Command
03.2006 - 01.2012
DISTRICT SALES MANAGER, REGIONAL DIRECTOR OF TRAINING, SALES PROFESSIONAL
United States Marine Corps Recruiting Command
12.1998 - 03.2006
GENERAL MANAGER OF SALES AND OPERATIONS
Rotech Healthcare
TERRITORY SALES MANAGER
Pacific Pulmonary Services
Master of Arts (M.B.A., MAML) in Management and Leadership -
Liberty University
Bachelor of Science (B.S.) in Interdisciplinary Studies (Business, Communications, Psychology) -
Liberty University
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