The Medical and Sales Training Manager is responsible for designing, implementing, and optimizing training programs to enhance the competencies of the sales team. This role integrates medical, product knowledge, regulatory training, and sales skills development to align with the company's business strategy.
The role also involves providing medical expertise, responding to medical inquiries, supporting regulatory affairs, maintaining relationships with Key Opinion Leaders (KOLs), and assisting in organizing scientific events.
Responsibilities
1. Training Needs Analysis (TNA)
• Collaborate with stakeholders (HR, SFE, BUH, Marketing, Medical, and Sales) to analyze competency gaps within the sales force.
• Conduct Competency Framework assessments to identify key factors affecting sales.
• Develop tailored training programs that align with the company's business model and market needs.
2. Sales & Product Training Development
• Develop product knowledge training also focusing on competitive differentiation.
• Conduct soft skills and sales training, including negotiation, communication, and objection handling.
• Deliver on-the-job field coaching to enhance the practical application of theoretical knowledge.
• Adapt training content for different sales channels (Medical vs. Retail sales teams).
3. Scientific & Medical Engagement
• Support Round Table discussions, Conferences, and Symposiums related to the company's products and therapeutic areas.
• Collaborate with Marketing and Sales teams to ensure scientific accuracy and compliance in promotional materials.
4. Competency Framework Development & Updates
• Work with HR and Sales leaders to define, update, and evaluate functional, behavioral, and leadership competencies.
• Conduct competency assessments and propose customized learning solutions for different roles within the sales force.
5. Training Evaluation & Performance Measurement
• Develop evaluation systems to measure the impact of training programs on sales performance and knowledge retention.
• Utilize field coaching reports and sales feedback to refine training strategies.
6. Digital Learning & E-Learning Development
• Develop e-learning modules, microlearning content, and virtual coaching sessions.
• Integrate training materials into LMS (Learning Management System) platforms for continuous learning.
7. Compliance & Regulatory Training
• Ensure the sales team understands compliance standards, ethical guidelines.
Educational Qualifications
• Bachelor's degree or higher in Pharmacy, Medicine, Life Sciences, Business Administration, Marketing, or related fields.
• An MBA or professional certifications in Medical Affairs, Learning & Development, or Sales Training are a plus.
Experience
• 10+ years in the pharmaceutical industry, with at least 3 years in sales training or medical affairs.
• Experience as a Sales Training Manager, Medical Manager, or
Sales Manager is preferred.
• Strong background in medical expertise, regulatory compliance, and sales training.
Competencies
I. Technical Competencies
• Medical Expertise: Deep understanding of pharmacology, pathology and medical analysis.
• Sales & Marketing Knowledge: Strong grasp of the pharmaceutical sales cycle, market dynamics, and business models.
• Product Knowledge: Ability to train sales teams on clinical benefits, safety profiles, and competitive positioning.
• Learning & Development Strategy: Experience in developing training roadmaps and competency frameworks.
• Sales Coaching & Field Training: Ability to conduct field coaching, real-world sales simulations, and role-playing exercises.
• Regulatory Compliance: Understanding of pharmaceutical regulations, Pharmacovigilance, and medical marketing compliance.
• Digital Learning & E-Learning: Experience in LMS platforms, virtual coaching, and digital training methodologies.
II. Behavioral Competencies
• Communication Skills: Clear and effective communication with sales teams, KOLs, and internal stakeholders.
• Collaboration: Strong cross-functional coordination with Marketing, Sales, and Medical teams.
• Adaptability: Quick response to training challenges, adjusting methods to market and regulatory changes.
• Influencing: Ability to engage and motivate sales teams, build credibility with KOLs.
• Attention to Detail & Accuracy: Ensuring training content is scientifically accurate and compliance-ready.
III. Leadership Competencies
• Strategic Thinking: Developing long-term training roadmaps aligned with business goals.
• Coaching & Mentorship: Enhancing sales team skills through hands-on coaching and structured development.
• Innovation: Driving a learning culture and implementing modern training technologies.
• Resistance Handling: Managing resistance to new training methods, ensuring compliance.
Additional Requirements
• Fluency in English and Vietnamese.
