Head of Training

The role involves training and developing the sales force to effectively achieve their sales and field objectives. You will lead the design and execution of the commercial training and capability strategy for EPD Pakistan, ensuring alignment with business priorities and regional training goals. This includes building skills through onboarding, product and disease knowledge, selling techniques, field coaching, leadership development, and launch readiness programs. You will also evaluate the effectiveness of learning initiatives using established performance indicators.

Key Responsibilities

- Participate in the selection process of new hires by assessing trainability, selling aptitude, and core competencies related to assigned products.
- Deliver comprehensive training to new hires covering medical background, product profiles, competitive landscape, and selling skills, utilizing both sales trainers and direct instruction.
- Coordinate orientation sessions for new employees on company policies, benefits, compliance (COBC), distribution, environmental health and safety (EHS), office procedures, and business tools to ensure smooth onboarding and readiness for field duties.
- Organize mandatory training for new Heads of Sales (HOS), Regional Sales Managers (RSM), and Team Field Leaders/Managers (TFLM) on product reallocations, job orientation, recruitment, coaching, and other identified needs.
- Own and implement the annual commercial capability plan in line with Pakistan’s business priorities and the regional training agenda.
- Develop and publish the annual training calendar, ensuring all training activities are completed on schedule.
- Lead capability-building initiatives for sales teams and managers, focusing on field coaching, leadership development, and practical application of learning in the field.
- Evaluate sales force performance against Sales Force Automation (SFA) KPIs, identify skill gaps, and design targeted training interventions to enhance individual and team effectiveness.
- Conduct regular training sessions to update product and disease knowledge using face-to-face and eLearning platforms such as SumTotal.
- Provide refresher training for Territory Managers (TMs), Regional Sales Managers (RSMs), Key Account Managers (KAMs), and Team Field Leaders/Managers (TFLMs) based on business needs.
- Develop and manage launch readiness plans for new product introductions, including training curricula, manuals, assessments, certification, and field preparedness.
- Collaborate with Medical and Marketing teams to create training manuals for new product introductions and ensure approval via Veeva.
- Ensure all product manuals and quizzes are uploaded and maintained on the SumTotal platform to support ongoing knowledge assessment.
- Generate and distribute quiz performance reports to Heads of Sales, Heads of Territory, and Directors of Sales to aid in capability development.
- Manage the SumTotal user database and oversee the effectiveness and utilization of the learning management system.
- Monitor and assess training impact through onboarding readiness, proficiency improvements, coaching quality, and closure of identified gaps.
- Lead and develop the training team through goal setting, performance management, coaching, development planning, and succession planning.
- Prepare and manage the annual training budget and maintain relationships with external vendors and learning partners.
- Ensure governance, compliance, approval, and version control of all training materials, manuals, assessments, and learning content.
- Follow up to ensure timely completion of all global initiatives and projects related to training and development.

Required Qualifications

- Bachelor’s or Master’s degree in Science (BSc/MSc) or Pharm-D.
- Minimum of five years’ experience in field sales management.
- At least five years’ experience as a Training Manager.
- Strong knowledge of medical and product profiles, including competitive positioning.
- Proficient in selling skills and customer handling techniques.
- Familiarity with CRM systems and eLearning platforms.

Preferred Qualifications

- MBA or other relevant postgraduate qualifications are advantageous.
- Professional certifications in Learning & Development, Coaching, Sales Management, or Commercial Excellence will be considered a plus.