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
