Deputy Manager / Manager – Field Sales Training & Capability Development

Cadila Pharmaceuticals Limited; Ahmedabad District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Cadila Pharmaceuticals Limited is seeking a Deputy Manager / Manager – Field Sales Training & Capability Development to enhance the field sales team's productivity through structured learning, on-the-job coaching, and continuous performance improvement.

The role focuses on building sales competencies, strengthening execution, and creating a sustainable learning culture across business units. You will design programs, lead onboarding, and measure learning impact to drive KPIs.

Qualifications

• Strong facilitation and presentation abilities for training sessions.
• Excellent communication and interpersonal skills for stakeholder alignment.
• Ability to analyse sales performance data and identify capability gaps.
• Experience in designing structured learning programs and measuring training effectiveness.
• Proficient in MS Excel, PowerPoint, dashboards, and digital learning tools.

Responsibilities

• Drive end-to-end capability-building initiatives for field sales teams across units.
• Identify training needs via TNA/TNI, field observations, and performance data.
• Design, develop, and deliver customized training for customer-facing roles.
• Strengthen selling skills, product knowledge, and engagement capabilities.
• Develop a structured learning roadmap aligned with business priorities and sales objectives.
• Conduct field coaching to assess execution quality and coach managers.
• Plan and deliver classroom, virtual, digital, and on-the-job training interventions.
• Collaborate with cross-functional teams to ensure alignment of learning initiatives.
• Lead onboarding programs and 30/60/90-day learning plans.
• Track progress with assessments and manager feedback; drive continuous improvement.

Skills

Facilitation

Presentation skills

Communication skills

Interpersonal skills

Analytical skills

Project management

Tools

MS Excel

PowerPoint

Dashboards

Digital learning tools

Job description

Deputy Manager / Manager – Field Sales Training & Capability Development

Designation: Deputy Manager / Manager

Function: Field Sales Capability Building & Training

Major Purpose of the Job

To enhance the productivity and effectiveness of the field sales force through structured learning interventions, on-the-job coaching, capability development, and continuous performance improvement. The role will focus on building sales competencies, strengthening execution excellence, improving market performance, and developing a sustainable learning culture across the assigned business units.

Key Responsibilities & Principal Accountabilities

1. Sales Capability Building & Development

• Drive end-to-end capability-building initiatives for field sales teams across assigned business units.
• Identify training needs through Training Need Analysis (TNA), Training Need Identification (TNI), field observations, business reviews, and performance data.
• Design, develop, and deliver customized training programs for customer-facing roles, including sales representatives, territory sales teams, and frontline sales managers.
• Strengthen selling skills, product knowledge, communication, negotiation, objection handling, distribution management, and customer engagement capabilities.
• Build a structured learning roadmap aligned with business priorities and sales performance objectives.

2. Field Coaching & Sales Effectiveness

• Conduct regular field visits, joint market working, and on-the-job coaching to assess sales team effectiveness and execution quality.
• Coach field sales teams on sales call effectiveness, outlet coverage, product availability, merchandising, visibility, and execution of sales priorities.
• Work closely with frontline sales managers to strengthen coaching, feedback, performance management, and team development skills.
• Identify capability gaps in underperforming territories and implement targeted improvement plans to enhance sales productivity.
• Support the sales team in improving key business KPIs, including sales achievement, productive calls, outlet coverage, distribution, and execution compliance, as applicable to the business.
• Prepare and execute an annual and monthly capability-building calendar in consultation with key business stakeholders.
• Plan, coordinate, and deliver classroom, virtual, digital, and on-the-job training interventions.
• Ensure timely execution, participation, and completion of all planned learning initiatives.
• Develop standardized training content, facilitator guides, assessment tools, field coaching checklists, and learning materials.
• Collaborate with Sales, HR/L&D, Product, Marketing, and other cross-functional teams to ensure alignment of learning initiatives with business requirements.
• Lead the Foundation Learning Program (FLP) for new hires to ensure structured onboarding and faster role readiness.
• Design and implement 30/60/90-day learning, engagement, assessment, and evaluation plans.
• Ensure effective induction covering product knowledge, sales processes, market understanding, systems, policies, and execution standards.
• Track new-hire progress through assessments, field observations, manager feedback, and performance reviews.
• Drive refresher and reinforcement programs to ensure sustained application of learning on the job.
• Develop and implement continuous learning initiatives using digital learning platforms and technology-enabled solutions.
• Promote microlearning, e-learning modules, virtual sessions, digital assessments, and mobile-based learning content.
• Drive digitization and standardization of training processes, learning records, and capability assessments.
• Encourage a culture of self-learning, knowledge sharing, and continuous professional development among field sales teams.

6. Training Effectiveness & Business Impact

• Develop and implement a structured training impact measurement framework covering Level 1 (Reaction), Level 2 (Learning), and Level 3 (Behaviour/Application).
• Evaluate training effectiveness through assessments, field observations, manager feedback, and post-training performance tracking.
• Monitor key learning and capability metrics, including training coverage, completion, assessment scores, knowledge retention, and application on the job.
• Analyse the impact of training interventions on relevant sales productivity and business performance indicators.
• Prepare periodic MIS, dashboards, and reports highlighting training effectiveness, capability gaps, and improvement opportunities.
• Establish a two-way feedback mechanism with field teams, business leaders, and cross-functional stakeholders to continuously improve learning interventions.

7. Stakeholder Management & Continuous Improvement

• Partner with Sales Leadership and frontline managers to identify business challenges and translate them into actionable learning solutions.
• Review capability gaps and training outcomes with key stakeholders and recommend corrective actions.
• Benchmark training practices, introduce innovative learning methodologies, and continuously enhance program effectiveness.
• Ensure consistency in training standards, content quality, delivery methodology, and learning evaluation across assigned locations.

Key Performance Indicators (KPIs)

• Execution of the annual/monthly training calendar.
• Training coverage, participation, and completion rates.
• Improvement in pre- and post-training assessment scores.
• Effectiveness of new-hire onboarding and 30/60/90-day evaluations.
• Improvement in field coaching effectiveness and sales capability scores.
• Application of learning and behavioural improvement in the field.
• Contribution of capability-building initiatives to relevant sales productivity and business KPIs.
• Training impact measurement, stakeholder feedback, and reporting accuracy.
• Strong understanding of field sales operations and sales execution.
• Expertise in sales training, capability development, and field coaching.
• Strong facilitation, presentation, communication, and interpersonal skills.
• Ability to analyse sales performance data and identify capability gaps.
• Strong stakeholder management and cross-functional collaboration skills.
• Proficiency in MS Excel, PowerPoint, reporting dashboards, and digital learning tools.
• Ability to design structured learning programs and measure training effectiveness.
• Strong planning, execution, problem-solving, and project management skills.