The core of the EPD business EPD lies in the strength of the relationships and interactions with HCP’s. Rapid changes in HCP behaviors have led to digital engagement becoming a strategic imperative. There are many market dynamics evolving in the pharmaceuticals industry and hence the training managers role becomes very critical in equipping the sales and marketing team with the required skills to enhance performance as well as customer engagement. The pandemic has given rise to a shift in training delivery from engaging participants in an ILT (Instructor Led Training) to virtual training programs and a blended approach. Technology and digitization are the need of the hour and a challenge that the training team would need to equip themselves with.

The Training Manager:-

hence would need to understand the platform, leverage digital tools and increase the speed of delivery of the right content to the right people based on the job the required skill set. The industry is going through a lot of changes and the ambiguity has increased especially during COVID times. Managing change, ambiguity and complex scenarios has been a critical aspect for this role. The commercial function is going through a transformation journey and the Training Managers will play an important role in facilitating the change by equipping them through capability building methodologies of training, coaching, and learning processes which can up skill as well as ease the transition.

Developing strong partnerships and collaborative relationships will help the Training Mangers in their role. Transforming classroom learning onto the field and on the job is a challenge which will require the Training Managers to display strong communication, coaching and influencing skills through which they can build business relevant content/ learning aids as well as support the sales teams to apply the learning.

As training methodologies increasingly become virtual, the challenge is to sustain engagement levels with the participants throughout the learning process. For this, the Training Managers would need to constantly look at newer ways of engaging the participants through ramification, alternate learning platforms and digital tools that can help teams to have high engagement levels as well as upgrade their skills. While the role requires the Training Managers to deliver training programs, a large part is also about managing talent. With the sales team being the critical organization asset, long term career development, fair assessment practices and clear learning pathways become key to building and retaining sales talent. Training Manager will need to play the role of advising the commercial teams on talent related matters with the aim of talent development, engagement, and retention. Sharp business acumen and close working relationships and with HR, Commercial Excellence and Commercial teams will be critical for them to significantly add value to the business beyond training.

Experience:-

Experience working as a Sales Rep and Front-Line manager

Exposure to Sales Management and Marketing practices

At least 3 to 4 years’ experience in Sales Training with practical experience in training delivery/content development

Created and implemented training plans and budget

Managerial experience in sales involving leading small teams

Exposure in using digital tools for enhancing learning will be useful

Knowledge:-

Commercial knowledge and Business acumen

• Deep operational knowledge of sales tools, selling process, segmentation methodologies, marketing and product management practices, brand plans, qualitative and quantitative parameters.
• Deep understanding of various sales management jobs/competencies

Training need identification, delivery and assessment:-

• Strong Facilitation and Presentations skills.
• Content development; creating learning aids; Training need analysis process; On boarding processes
• Training evaluation/ impact of delivery methods
• Assessment center process
• Training budgeting and planning

Leveraging Technology:-

• Familiarity of using different learning solutions for effective engagement during ILT and virtual sessions including enhanced interactivity tools like –e.g. quiz, centimeter, polls etc.

Industry knowledge:-

• Familiarity of sales/ marketing practices in the industry
• Industry and Competitor best practices –pharmaceutical landscape, industries which have high digital / virtual touchpoints with employees

Talent development / Retention Training Impact

• Familiarity with coaching practices
• Institutionalizing career paths and career development programs.