Field Training Manager

At Bayer we’re visionaries, driven to solve the world’s toughest challenges and striving for a world where ,Health for all, Hunger for none’ is no longer a dream, but a real possibility. We’re doing it with energy, curiosity and sheer dedication, always learning from unique perspectives of those around us, expanding our thinking, growing our capabilities and redefining ‘impossible’. There are so many reasons to join us. If you’re hungry to build a varied and meaningful career in a community of brilliant and diverse minds to make a real difference, there’s only one choice.

Field Training Manager

POSITION PURPOSE:

The Commercial Training Manager (FTM) is responsible for the development and delivery of field-based training programs for the sales force, Medical Representatives and Front-Line Sales Managers. The role ensures that the team is equipped with the knowledge, skills, and tools required to effectively promote Bayer products, improve sales performance, and stay compliant with industry regulations.

Key Working relations:

• India: Local Leadership team, BU Heads/Marketing, Sales Managers, Front Line People Managers, TBMs, Commercial excellence, Medical, HR, IT and other functions as needed
• Regional/Global: Centre of Excellence communities; Marketing/Medical/ Commex leads when required
• External: Training & Development Agencies/Subject Matter Experts/Management Institutions (MDPs)/Consultants s

Scope:

• Local with Region/Global interaction

YOUR TASKS AND RESPONSIBILITIES:

1. Training Program Development and Execution:

• Design and Implement Training Curriculums: Design comprehensive training programs that cover product knowledge, disease state awareness, selling techniques, customer engagement, and compliance regulations.
• Tailor Learning Solutions: Customize training sessions based on the specific needs of the sales team, including new hires, high performers, and those needing additional support.
• Develop Training Materials: Create manuals, support in creating e-learning modules, workshops, presentations, and assessments that are relevant to the Bayer’s Field Force Competencies.
• Collaborate with Cross-Functional Teams: Work with, but not limited to Sales managers, marketing, medical affairs, product management, and compliance teams to ensure training content aligns with company strategies and product positioning.

2. Field-Based Training and Coaching:

• On-the-Job Coaching: Conduct regular field visits to observe, assess, and coach sales representatives and in real-time during customer interactions. Coach the Front-Line Sales Managers in real-time during Front Line Manager’s field visits with their team members.
• Product Knowledge Workshops: Deliver workshops and hands-on training sessions focusing on new product launches, updates on existing products, and therapeutic areas. Deliver and conduct Managerial Skills development workshops and refreshers to enhance FLM’s coaching capabilities.
• Sales Skills Training: Train the team on advanced selling techniques, objection handling, key account management, and territory planning.
• Train and support the FLMS in Partnership with Sales managers and Marketing in the areas of Performance Coaching and Documentations, Team Management, Sales Pipeline Review

• Continuous Development: Provide ongoing training and coaching to ensure the sales team is up to date with product knowledge, industry trends, and competitor activity.

3. Monitoring and Evaluation:

• Assess Training Effectiveness: Measure the effectiveness of training programs through KPIs such as sales performance, product knowledge retention, and feedback from trainees and Stakeholders
• Individual Development Plans (IDPs): Assist sales reps and FLMs in developing personalized growth plans based on performance evaluations and skill assessments.
• Post-Training Support: Offer continuous support and follow-up after training sessions to ensure the successful implementation of learned skills in the field.
• Regular Reporting: Provide management with detailed reports on training progress, field observations, and areas requiring further development.

4. Compliance and Regulatory Training:

• Ethical Promotion Practices: Reinforce the importance of ethical behavior and adherence to industry standards in promotional activities.

5. Stakeholder Engagement:

• Liaise with Sales Leadership: Maintain regular communication with Sales Managers and Vertical Heads to ensure training aligns with business goals.
• Coordinate with HR, L&D and Marketing Teams:
• Collaborate with HR to integrate training efforts with the broader learning and development strategy of the organization.
• Acts as an extended arm of L&D Team and identify key areas of L&D team’s interventions towards building current and future capabilities of the Customer Facing Teams.
• Collaborate with Marketing and provide regular feedback on the effectiveness of marketing initiatives and works jointly with marketing team to build specific execution capabilities of the Field Force.

WHO YOU ARE:

Educational Background:

• Bachelor’s Degree in Life Sciences, Pharmacy, or related field (essential).
• MBA or advanced degree in Management, Sales, or Education (preferred).

Experience:

• 3+ years of experience as a People manager, leading a Pharmaceutical Sales team
• Understanding of Field Coaching principles and experience of delivering training/learning sessions for the sales team.
• 3+ years of experience in pharmaceutical sales or training roles (Desired)
• Proven experience in designing and delivering training programs for a sales team as a Training Manager
• experience in pharmaceutical sales is highly desirable

Skills & Competencies:

• Business Acumen: Strong Understanding of how resource, tools and timely decisions that can have a positive impact on the overall business performance
• Strong Communication Skills: Ability to convey complex information clearly and concisely.
• Coaching and Mentoring: Proven track record of coaching teams to improve performance.
• Analytical Mindset: Ability to analyze sales data and assess training needs accordingly.
• Project Management: Strong organizational skills to manage multiple training programs simultaneously.
• Technical Proficiency: Comfortable with learning management systems (LMS), virtual training tools, and Microsoft Office Suite.

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