Job Description:
Key Responsibilities
1. Training Strategy & Planning
- Develop and execute a comprehensive sales training strategy aligned with company goals and brand priorities
- Conduct training needs analysis (TNA) based on sales performance, customer feedback, market dynamics, and capability gaps
- Create annual and quarterly training calendars for new joiners and existing sales teams
2. Sales & Product Training
- Design and deliver training programs on:
- Selling skills (detailing, objection handling, negotiation)
- Key Account Management (KAM) and specialty selling
- Digital and hybrid selling models
- Support new product launches with structured pre‑launch and post‑launch training
3. Content Development
- Develop learner‑centric training materials:
- Training modules, workbooks, case studies
- Visual aids, e‑learning content, and assessments
- Ensure content is scientifically accurate, compliant with regulatory guidelines, and aligned with brand messaging
4. Field Coaching & Capability Building
- Conduct field coaching with sales representatives and first‑line managers
- Train and coach Front Line Managers (FLMs) on coaching skills and performance management
- Provide actionable feedback to sales leadership on skill gaps and improvement areas
5. Learning Effectiveness & Evaluation
- Measure training effectiveness using KPIs such as:
- Pre‑ and post‑training assessments
- Field performance improvement
- Track training completion, certification, and competency levels
6. Stakeholder Collaboration
- Partner with Sales, Marketing, HR, and Medical teams to ensure aligned learning interventions
- Coordinate with external vendors, trainers, and digital learning platforms when required
7. Compliance & Governance
- Ensure training programs adhere to:
- Pharmaceutical marketing compliance
- Company SOPs, ethical standards, and regulatory requirements
Key Performance Indicators (KPIs)
- Improvement in sales force productivity and capability metrics
- Training completion and assessment scores
- Feedback from sales teams and leadership
- Successful execution of launch and strategic training initiatives
Desired Qualifications
Education
- Bachelor’s degree in Pharmacy, Life Sciences, or related field
- MBA / Post‑Graduate qualification in Sales, Marketing, or HR (preferred)
Experience
- 8–15 years of experience in pharmaceutical sales and/or sales training
- Minimum 3–5 years in a Sales Training / L&D role within the pharma industry
- Strong exposure to field sales operations and brand launches
Key Skills & Competencies
- Excellent facilitation and presentation skills
- Strong understanding of pharma selling models and therapy areas
- Coaching and mentoring capability
- Analytical mindset with data‑driven approach
- Stakeholder management and communication skills
- High level of integrity and compliance awareness
Preferred Personal Attributes
- Results‑oriented and impact focused
- High learning agility
- Comfortable working in fast‑paced, matrix organizations
- Willingness to travel extensively for field coaching and workshops
Location:
Ferring India M&S