Regional Sales Training Manager

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