Sales Training Manager

Acronym BEST defines the purpose of The Sales Training Manager / Lead role as follows:

• Build & Lead "Best in class" Sales Training team:

1. Train, Coach and Develop a team of highly motivated individuals with capabilities to be considered as role models.

2. Lead by setting ambitious Sales Training teams performance goals & objectives, monitor and support sales training team and take necessary actions required to deliver performance goals & objectives.

• Ensure Sales Training Excellence:

1. Develop and Deliver Annual Training Plan aligned to the business strategy & identified sales force training needs in collaboration and alignment with our business partners in Indonesia.

2. Ensure Professional Design / Development of Sales Training contents, professional delivery of programs, support implementation, assess the embedding of programs and take appropriate actions.

• Support Execution of Business Strategy:

Provide actionable insights to cross functional team on sales force needs in terms of tools, training, materials, competitor intelligence and ensure it is fulfilled / actioned upon.

• Track and share opportunities for making the alliance sales team most competitive

Keep abreast of latest development in the Customer Engagement Excellence in local market and do the needful to ensure that Alliance Sales Teams are most competitive in the TAs we operate.

1. Contribute towards developing a High Performing Unit (HPU)to build sustainable competitive advantage for Alliance Sales organization that meets/exceeds sales results.

BUILD HPU:

• Define and clarify roles, priority and performance expectations

• Responsible for ensuring short & long term objectives for the organization are achieved with the collaboration from other functions and partners

• Provide necessary training and tools to enable the team to become a High Performing Unit(HPU)

LEAD HPU:

• Ensure ambitious and achievable business goals are set and owned.

• Ensure individual development goals and actions are set and owned.

• Support the Alliance team to develop good reward and recognition practices to motivate team towards Training Excellence

• Deal with non-performance with courage and agility

• Recognize the team members demonstrating best practice

• Deal with skill / will issues with best intervention

• Encourage open / objective feedback to drive learning culture

• Build relevant communities to support capability development / coaching culture

• Continuously research and identify industry market trends, best practices, standards to incorporate and/or maintain quality training solutions

• Demonstrate and support AAI

• Role model of BI Values

2. Drive Customer Engagement Excellence by Ensuring Sales Training Excellence

• Champion the Customer Engagement Excellence to drive customer centricity

• Development, get approval, deliver Annual Training Plan including On-boarding(CEM, CfE), Rep Certification Program, Rep Performance Management, Coaching Clinic, Cycle meeting, Launch training, Refresher training etc.

• Perform gap / issue analysis to identify new training opportunities / solutions

• Ensure professional Design / Development of Sales Training contents

• Deliver the programs in professional manner

• Drive and support implementation of programs

• Assess the embedding of programs and take appropriate actions

• Regularly review and manage performance on the Annual Sales training plans

• Create monthly training reports for Head of Human Pharma.

• Constantly innovate with new training methods, channels, tactics in both training delivery and results (e.g. using digital channels and tools) to drive efficiency and effectiveness in existing training processes when proven

3. Support Execution of Business Strategy through cross-functional collaboration

• Provide insightful inputs into product strategy, Launch Readiness (LRR), operational plan processes, resource allocations etc

• Communicate clearly with relevant Stakeholders about risks and benefits of strategy implementation

• Implement and embed CEE initiatives cross -functionally under close collaboration with ROPU Country Brand team / ROPU Country ComOps team / ROPU Centre CEE team

• Provide competitiveness analysis (in relation to relevant competitors) based on internal / external data points to support effective training approaches / strategies

• Participate / lead assigned cross-functional projects to support ROPU Country / ROPU performance objectives such as Training planning, Operation training, Train the Trainer, etc.

• Effective participation in Sales Trainer Community (STARCO)by sharing & learning best practices

• Ensure a feedback loop with cross-functional teams meaning provide / receive regular (at least quarterly) feedback

4.Compliance & Policies

• Comply with all regulations regarding interactions with healthcare professionals and follow company Code of Conduct

• Take necessary action on issues of compliance

• Be a role model in compliance with local regulations, industry and company code of conduct and maintain Integrity

• Leading by example, you always want to keep operations above board

5. Functional / Administrative Responsibilities

• Effectively manage and analyse sales training records

• Check, approve and validate itineraries / expenses submitted by Sales Trainers

• Participate in the hiring, PIP, and promotion of MRs/DSMs / RSMs

• Participate in the conceptualization and planning of national activities together with Marketing and Medical (together with the STARCO, gives inputs and views of what the market needs and whether the programs are implementable or not).

• Plan, manage and monitor training budget

6. Leadership / Supervision

• Ensure implementation and compliance to the Performance Management.

• University degree Bachelor

• Having at least 3 years’ experience in Sales Management and 3 years’ of experience in Sales Training in pharmaceuticals industry.

• People management

• Training excellence (Role of Instructor, Facilitator, Administrator and Adult Learners principles)
  

Skills required:

- Industry / Product knowledge

- Strong Conceptual understanding of training process (Training need identification to embedding)

- Content mastery of sales training topic

- Strong training delivery skills

- Strong stakeholder management

- Lead and manage change

- Influencing Skills (Leading without authority)

- Customer Relationship Management

- Self development / Open minded and lifelong learner

- Communication / Presentation skills

- Planning and organizing

- IT literacy

Boehringer Ingelheim (BI) does not accept candidate submissions from recruitment agencies that BI does not have existing contracts with. BI will not be responsible for payment of recruitment fees for the hiring of candidates whose resumes were submitted to BI employees or BI offices without BI’s prior permission.