Head - Sales Training - Pharma

Head Sales Training

Industry: Pharmaceutical / Healthcare

Mandatory Industry Experience :Pharmaceuticals

Position Summary :

The Head Sales Training will be responsible for designing, implementing, and driving the sales capability development strategy across the organization. The role will focus on enhancing the effectiveness and productivity of the field force through structured training interventions, coaching frameworks, leadership development, and capability-building initiatives aligned with business objectives.

The incumbent will work closely with Sales, Marketing, Medical, HR, and Business Leadership teams to ensure continuous learning and high-performance culture across the sales organization.

Key Responsibilities :

Training Strategy & Capability Development

• Develop and implement the overall sales training strategy aligned with organizational goals and business priorities.
• Build competency frameworks for Frontline Sales Representatives, First Line Managers, Regional Managers, and Business Heads.
• Identify capability gaps through Training Need Analysis (TNA) and field assessments.
• Design annual training calendars and capability-building roadmaps.

Sales Force Effectiveness

• Drive initiatives to improve sales productivity, field force effectiveness, and customer engagement.
• Develop training modules on selling skills, negotiation, objection handling, communication, product detailing, and territory management.
• Ensure strong execution of induction and onboarding programs for new hires.
• Implement coaching culture through field accompaniment and manager coaching frameworks.

Product & Therapy Training

• Collaborate with Marketing and Medical teams for scientific and product training.
• Ensure field force readiness for new product launches and therapy expansion initiatives.
• Develop disease management and therapy-based learning interventions.

Leadership Development

• Design development programs for frontline managers and leadership pipeline.
• Conduct assessment centers, leadership workshops, and succession development initiatives.
• Mentor and coach sales managers for team handling and performance management.

Digital Learning & Innovation

• Drive digital learning initiatives including LMS, e-learning, gamification, microlearning, and virtual training platforms.
• Introduce modern learning methodologies and analytics-driven training effectiveness measures.

Training Effectiveness & Governance

• Monitor training ROI through productivity improvement, post-training assessments, and business impact metrics.
• Maintain compliance with training processes, documentation, and audit requirements.
• Prepare MIS dashboards and capability reports for senior leadership.

Stakeholder Management

• Partner with Business Heads, HR, Marketing, and external training partners for capability enhancement initiatives.
• Ensure alignment between business strategy and learning interventions.

Key Skills & Competencies

• Sales Training & Capability Building
• Pharmaceutical Sales & Marketing Knowledge
• Leadership Development
• Coaching & Mentoring
• Field Force Effectiveness
• Training Need Analysis (TNA)
• Learning Management Systems (LMS)
• Communication & Presentation Skills
• Stakeholder Management
• Change Management
• Performance Analytics & Training ROI

Educational Qualification

• MBA / PGDM in Sales, Marketing, HR, or related discipline preferred
• Bachelors degree in Pharmacy, Life Sciences, or related field preferred

Experience Required

• 15 - 20 years of experience in Pharmaceutical Sales, Sales Training, Learning & Development, or Sales Excellence
• Proven experience in handling large field force training programs in reputed pharmaceutical organizations
• Strong exposure to branded formulations, specialty, or therapy-based businesses preferred

Mandatory Industry Exposure:Pharmaceuticals