Head of Sales Training

This role involves training and developing the sales force to enhance their effectiveness in field operations. The position leads the design and implementation of the commercial training and capability strategy for EPD Pakistan, ensuring alignment with business priorities and regional training goals. It focuses on building skills through onboarding, product and disease knowledge, selling techniques, field coaching, leadership development, and launch readiness programs. The effectiveness of these learning initiatives is measured through established performance indicators.

Key Responsibilities:
- Participate in the selection process of new hires, evaluating their trainability, selling aptitude, and core competencies related to assigned products.
- Deliver comprehensive training for new hires covering medical background, product profiles, competition, and selling skills, utilizing sales trainers and self-led sessions.
- Conduct orientation sessions for new employees on company policies, benefits, compliance (COBC), distribution, EHS, office procedures, and relevant business tools to ensure smooth onboarding and readiness for field duties.
- Organize mandatory training programs for new Heads of Sales (HOS), Regional Sales Managers (RSM), and Team Field Leaders/Managers (TFLM) on product reallocations, job orientation, recruitment, coaching, and counseling skills.
- Own and implement the annual commercial capability plan aligned with Pakistan’s business priorities and the regional training agenda.
- Prepare and disseminate the annual training calendar, ensuring all training schedules are completed on time.
- Lead capability-building initiatives for sales teams and managers, including field coaching, leadership development, and practical application of learning in the field.
- Assess sales teams against Sales Force Automation (SFA) KPIs, identify skill gaps, and develop targeted training interventions to improve individual and team performance.
- Arrange ongoing training sessions to update and refresh product and disease knowledge using face-to-face and eLearning platforms such as SumTotal.
- Provide refresher training to Territory Managers (TMs), RSMs, Key Account Managers (KAMs), Territory Team Managers (TTMs), and TFLMs based on business needs and development plans.
- Develop and manage launch readiness plans for new product introductions, including training curricula, manuals, knowledge assessments, certifications, and field preparedness.
- Collaborate with Medical and Marketing teams to create training manuals for new product introductions and ensure approval via Veeva.
- Upload all product manuals and quizzes on SumTotal to maintain updated knowledge and selling skills, and generate quiz performance reports for relevant stakeholders.
- Manage the user database on SumTotal and monitor the effectiveness of the learning management system.
- Evaluate training effectiveness through onboarding readiness, proficiency improvements, coaching quality, and closure of capability gaps.
- Lead and develop the training team through objective setting, performance management, coaching, development planning, and succession planning.
- Prepare and manage the annual training budget and maintain relationships with external training vendors and learning partners.
- Ensure governance, compliance, approval, and version control of all training materials, assessments, and learning content.
- Follow up on and ensure timely completion of all global initiatives and projects.

Required Qualifications:
- Bachelor’s or Master’s degree in Science, Pharmacy (BSc/MSc/Pharm-D).
- Minimum five years of experience in field sales management.
- At least five years of experience as a Training Manager.
- Knowledge of basic medical and product profiles, competitive positioning, selling skills, and customer handling techniques.
- Exposure to CRM systems and eLearning platforms.

Preferred Qualifications and Benefits:
- MBA or relevant postgraduate qualifications are advantageous.
- Professional certifications in Learning & Development, Coaching, Sales Management, or Commercial Excellence will be considered a plus.
- The role requires up to 20% travel and involves standard work shifts.
- The position is based in Karachi, Pakistan, within the EPD Established Pharma division.
- Work activities include prolonged periods of sitting or standing for more than two consecutive hours during an eight-hour workday.

This position offers an opportunity to lead impactful commercial training initiatives that directly contribute to business growth and sales force excellence.