Sr. Manager - Sales Trainer
Job Description
Role Objective:
To design, develop, and deliver comprehensive training programs for both new and experienced pharmaceutical sales representatives. The role is crucial for equipping the sales team with in-depth product knowledge and advanced selling skills to drive business growth.
Key Responsibilities:
- Training Needs Identification (TNI):
- Provide strategic and tactical inputs towards the identification of training methodologies.
- Conduct Training Needs Identification (TNI) exercises as per business requirements.
- Assist actively in data collection processes required for TNI.
- Content Development:
- Thoroughly understand assigned training topics to create impactful content.
- Research specific topic areas, prepare comprehensive manuscripts, and obtain necessary certifications.
- Regularly update and refresh existing training modules on a need basis.
- Finalize manuscripts post team leader review and incorporate feedback.
- Convert finalized manuscripts into engaging content formats, including slides, videos, and modules.
- Incorporate iterative changes into the content and secure final approval before deployment.
- Training Preparation & Execution:
- Prepare high-quality training materials and liaise with vendors for their procurement and preparation.
- Prepare for and execute training sessions strictly adhering to the defined agenda.
- Collect session-related feedback from participants to determine overall trainer effectiveness.
- Evaluate participants and provide detailed feedback/developmental reports for each individual.
- Ensure participant feedback forms (measuring trainer effectiveness) are duly filled out post-session completion.
- Post-Training Analysis & Evaluation:
- Share detailed participant feedback reports with respective Business Unit (BU) Heads and Line Managers.
- Collect and analyze post-training feedback from the immediate supervisors of the participants.
- Collate and evaluate overall training data to measure and enhance trainer effectiveness.
- Revisit initial baselines/data points studied during the TNI phase to track on-the-ground changes and improvements, ensuring training effectiveness.
Stakeholder Interaction:
Type of Interaction: Internal
- Interaction with: BU Heads, Line Managers, Team Leaders, and Sales Representatives.
- Nature of Interaction: Collaborating on training needs, presenting manuscripts for review, sharing participant developmental reports, and gathering manager feedback on sales force performance.
Type of Interaction: External
- Interaction with: External Vendors and Training Solution Providers.
- Nature of Interaction: Liaising for the preparation, customization, and procurement of training materials and modules.
Job Requirements:
Professional Experience and Relevant Skills:
Experience: Minimum 2 years of dedicated experience in Pharma Sales Training.
Maximum 15 years of overall professional experience.
Technical Expertise:
- Strong domain knowledge of Pharmaceutical products and medical concepts.
- Expertise in instructional design, manuscript writing, and content conversion (slides, videos, digital modules).
- Proficiency in TNI frameworks and training evaluation metrics.
Skills:
- Exceptional presentation, facilitation, and classroom management skills.
- Strong analytical skills for evaluating participant data and training ROI.
- Vendor management and coordination skills.
Academic Qualifications & Certifications
- Educational Qualification: Life Science Graduate (B.Sc. / B.Pharm. / Allied Sciences).
- Certifications: Mandatory to get certified in relevant training topic areas/modules as required by the business.