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Sr. Manager, Field Force Training

Date Posted: 28 March 2018
Job Title: Sr. Manager, Field Force Training
Job Type: Training
Location: Mississauga
The Field Force Training Manager (FFTM) role is responsible for designing, developing, and implementing training programs which increase the skills, knowledge and behaviors of the field team with the goal of positively impacting employee performance and capabilities. This role collaborates with key stakeholders in the business to establish advanced learning strategies and associated training programs that align to strategic business imperatives and drive professional skills development of individual contributors and managers. The FFTM will consult with key business functions and first-line managers to ensure ongoing training and development meets current business and field needs and is delivered effectively using adult learning principles. This includes all new hire training, product launches, competitive readiness, upskilling programs in identified learning gaps, business process training, national and regional cycle meetings, distance learning programs, instructor-led programs, and other identified training opportunities. The FFTM will working closely with sales and marketing teams to ensure a thorough understanding of products in the marketplace and develop training to support tactical implementation of the marketing strategy. They will also partner with the Field Force Excellence Manager to support the implementation and training of customer engagement frameworks such as Key Account Management (KAM) and Strategic Account Planning (SAP)
In this role, the FFTM will report into the Canadian CE&O Affiliate Head with a dotted line to the Director of Learning, EU+.

• Develop, and deliver training programs and materials for the field teams that increase customer interaction skills and clinical/product knowledge, includes: competitive selling, product launches, National and Regional POA meetings, remote learning programs, KAM & SAP capabilities, and other identified training opportunities
• Develop and deliver training programs for field managers that will improve their sales management and coaching skills in support of the delivery of new go-to-market customer facing frameworks.
• Develop and deliver new hire training program, assess and provide feedback to managers on new hire performance.
• Design and analyze assessments to identify salesforce skills, knowledge and competency gaps.
• Establish and maintain key performance indicators (KPI) to measure effectiveness of learning programs, tools and resources and ensure these measures inform future curriculum and evolution of training programs.
• Work closely with marketing team members to ensure a thorough understanding of products in the marketplace and to develop training to support tactical implementation of marketing strategy. In addition, partner effectively with Sales, Medical/Clinical, Legal, Regulatory, and any other strategic partners to develop and deliver training.
• Apply principles of adult learning to ensure training effectiveness. Access resources to keep up-to-date on industry best practices.
• Manage external vendors to bring high quality services within the set budget and on time.

• Ability to build and execute short and long-term learning strategies that align to business imperatives
• Excellent written and verbal communication skills
• Proven ability to develop and facilitate training classes and workshops
• Experience implementing change strategy, helping sales teams navigate change and achieve sustainable performance
• Demonstrated knowledge in measuring knowledge, skills, and behavior change
• Demonstrated ability to influence others, collaborate, execute and accomplish goals within a matrix environment
• Strong organization, project and time management skills and ability to effectively manage a project from its initiation to delivery
• Demonstrated results orientation and high productivity through setting high standards and achieving stretch goals.
• Ability to thrive in a fast-paced growth-company environment (sense of urgency, adaptable, champion of change)
• Strong executive presence to interact appropriately with all levels of the organization, both locally and above country.
• Experience working with e-learning and blended learning programs, web-based training development, and asynchronous learning content.

• 10+ yrs experience in pharmaceutical/biotech marketing and sales; experience in Neurology considered an asset
• 3 yrs+ training experience, ideally in pharmaceutical industry
• 7 yrs+ selling and field leadership experience in healthcare industry with demonstrated success
• Key Account Management experience required
• French language considered an asset
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