- *Job Description:**
- -------------------
- *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**
- Bachelor’s degree in Pharmacy, Life Sciences, or related field
- MBA / Post‑Graduate qualification in Sales, Marketing, or HR (preferred)
- 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
Ferring India M\&S