The Training Manager is responsible for designing, implementing, and continuously improving training programs for Medical Representatives to ensure strong disease knowledge, product mastery, ethical promotion practices, and superior selling skills. This role plays a critical part in driving sales force effectiveness and supporting business growth through capability building.
Key Responsibilities
Training Strategy & Program Development
- Develop and implement a comprehensive training strategy for Medical Representatives aligned with company goals and local market needs
- Design structured onboarding programs for new Medical Representatives, covering: Product knowledge, Disease and therapeutic area knowledge, Sales skills and call execution, Ethical promotion and compliance
- Develop continuous development programs for tenured MRs, including advanced selling skills, territory management, and key account basics
Training Delivery
- Conduct classroom, virtual, and field-based training sessions for Medical Representatives and first-line managers
- Facilitate product launches, cycle meetings, and national or regional training programs
- Conduct field coaching rides to observe MR performance and provide constructive feedback
Assessment & Evaluation
- Design and administer training assessments, certification exams, and skill evaluations
- Monitor training effectiveness using KPIs such as: Knowledge test scores, Field competency ratings, Sales performance indicators
- Identify performance gaps and recommend targeted development interventions
Collaboration & Stakeholder Management
- Work closely with Sales, Marketing, Medical Affairs, and HR to ensure training content accuracy and relevance
- Partner with Sales Managers to align training initiatives with field realities and performance needs
- Support leadership development initiatives for high-potential Medical Representatives
Content Development & Learning Tools
- Develop and update training materials, including: Participant workbooks, Trainer guides, Digital learning content (e-learning, videos, quizzes)
- Ensure training materials are compliant with regulatory and ethical standards
Qualifications & Experience
Education
- Bachelor's Degree in Pharmacy, Life Sciences, Business, Education, or related field
- Master's degree or certification in Training, Learning & Development, or Sales Management is an advantage
Experience
- Minimum 58 years of experience in the pharmaceutical industry
- At least 35 years in a training, sales capability, or sales management role
- Strong background as a Medical Representative or First-Line Sales Manager preferred
Required Competencies & Skills
In-depth understanding of:
- Pharmaceutical selling processes
- Medical Representative roles and challenges
- Disease and product knowledge training
Strong facilitation and presentation skills
- Ability to coach, observe, and give constructive feedback
- Excellent communication skills in English and Filipino
- Analytical mindset with ability to measure training impact
- Familiarity with PMA Code of Ethics, FDA Philippines regulations, and compliance standards
- Proficient in MS Office and learning management systems (LMS)
