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