Job Purpose

The job holder will build and strengthen functional core competencies of the Sales & Marketing team, especially to increase the Sales force’s performance through training and competency intervention activities. This is done through proactive identification and development of coaching needs, field force tools and reports within the department.

The incumbent will work collaboratively with all sales and marketing teams and HR team to implement and drive initiatives throughout the department.

Key Responsibilities

1. Champion B. Braun Sales and Marketing Approach (35%)

• Take lead in rolling out and implementation of Insight for Value (I4V) as well as other global/regional initiatives in professional sales and marketing capability, including delivery of country-specific training and sales activities to ensure consistency and continuous improvement of sales performance standards.
• Conduct Training Needs Analysis (TNA) and identify gaps between sales force capabilities and performance to design relevant professional training modules, activities and tools that increase sales performance standards.
• Follow up and cooperate with Sales, Marketing, HR and Commercial Excellence teams to build KPIs that assess and measure the practical application of I4V and other Sales & Marketing competency initiatives.
• Develop sales coaching modules, frameworks and field training materials to ensure best practices.
• Provide expertise, guidance and coaching support to sales managers, supervisors and sales teams to ensure B. Braun sales approaches are properly implemented.
• Develop and/or oversee the development of high-quality learning materials, training curricula and sales enablement tools.
• Work with the Sales & Marketing leadership team to identify professional skills needed to deliver business goals and build implementation plans to equip teams with those capabilities.

2. Coordinate Product Knowledge Reinforcement and Retention (25%)

• Cooperate with Marketing teams to plan and design Standard Product Training Modules for newcomers and existing sales team members.
• Drive and coordinate with Marketing teams to design and roll out quarterly Product Knowledge Tests for different sales populations across divisions and SBAs.
• Ensure systems, tools and data are available to follow up Product Knowledge Test results.
• Ensure availability and effectiveness of systems, tools and learning platforms used to manage product knowledge and learning records.
• Leverage digital learning solutions and technologies to enhance knowledge retention and accessibility.
• Regularly evaluate product training effectiveness and recommend continuous improvement initiatives.

3. Capability Assessment, Training Effectiveness & Performance Analytics (30%)

• Develop, implement and maintain capability scorecards, training dashboards and performance measurement tools.
• Define and monitor capability development KPIs and training effectiveness metrics.
• Analyze training outcomes and sales performance indicators to assess the impact of capability development initiatives.
• Maintain regular field presence to observe sales execution, evaluate implementation effectiveness and identify capability gaps.
• Monitor progress against capability development plans and recommend corrective actions when needed.
• Collaborate with Commercial Excellence teams to leverage SFDC and other digital platforms to assess sales force effectiveness and productivity.
• Prepare capability reports, performance analyses and recommendations for management review.
• Ensure accurate documentation and administration of all learning and capability development programs.

4. Additional Responsibilities (10%)

Including but not limited to:

• Coordinate and organize capability-building events, workshops, meetings and learning forums.
• Conduct benchmarking studies and identify best practices in sales capability development and commercial excellence.
• Manage relationships with training vendors, facilitators and learning partners.
• Support regional and global capability development projects and initiatives.
• Prepare periodic reports, presentations and management updates.
• Perform other duties as assigned by the direct manager and management team.

Qualifications

Education

Required

• Bachelor degree.
• Background in Pharmaceutical or Medical Device industry.

Preferred

• Master degree.

Experience

Required

• At least 2-3 years of experience in Sales training within the Pharmaceutical or Medical Device industry.
• Experience in training or capability development.

Key Skills

• Good English proficiency. Excellent interpersonal communication and presentation skills, both written and verbal.
• Strong analytical and conceptual thinking with attention to detail.
• Self-motivated with a passion for continuous learning.
• Ability to think and work innovatively and efficiently.

Authorization

• Certain access to Alexis or similar systems and/or field data related to sales efficiency.
• Propose professional training and learning budgets for Sales & Marketing.

Key Stakeholders

Internal

• Marketing Team: Identify marketing learning needs and align product training.
• Sales Team: Identify sales learning needs, provide field coaching and validate field force effectiveness data.
• Commercial Excellence Team: Provide analytical data and align tracking and evaluation tools.
• HR Team: Coordinate learning activities.

External

• Suppliers/Vendors: Discuss learning materials, programs and implementation activities.
• Regional and Global Sales & Marketing Capability Teams: Obtain inputs, updates and best practices for training and capability initiatives.