Field Training Lead

Colgate-Palmolive (India) Ltd; Chennai District; On-site; INR 900,000 - 1,200,000; Full time

Job summary

Colgate-Palmolive (India) Ltd. in Chennai seeks a Field Capability & Sales Trainer to build a high-performing Medical Representative field force.

The role blends clinic-based detailing with classroom training, focusing 80/20 field-to-classroom activities and hands-on coaching of reps across territories. The ideal candidate has 3–5 years in Pharma or Specialty Oral Care sales, with 1–2 years as a trainer or high-performing MR, and a qualification in Life Sciences or B.Pharma.

Qualifications

• 3–5 years total experience in Pharma or Specialty Oral Care sales.
• 1–2 years of dedicated experience as a Field Trainer or proven track record as a high-performing MR.

Responsibilities

• On-The-Job Field Coaching & Dual-Calling across territories.
• Field accompaniment & observation of live detailing with dental professionals.
• Real-time detailing assessment and feedback post-clinic using coaching frameworks.
• Align coaching points with District/Regional Sales Managers.
• Deliver classroom onboarding and structured training bootcamps for new hires.

Skills

Field coaching

Training delivery

Pharma sales

Medical detailing

Observation & feedback

Education

Bachelor's in Life Sciences

B.Pharma

Training Certification

Tools

SFA tools

CRM software

Field data analysis

Job description

No Relocation Assistance Offered

Job Number #175401 - Chennai, Tamil Nadu, India

Who We Are

Colgate-Palmolive Company is a global consumer products company operating in over 200 countries specialising in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. Our products are trusted in more households than any other brand in the world, making us a household name!

Join Colgate-Palmolive, a caring, innovative growth company reimagining a healthier future for people, their pets, and our planet. Guided by our core values—Caring, Inclusive, and Courageous—we foster a culture that inspires our people to achieve common goals. Together, let's build a brighter, healthier future for all.

About Us

Would you like to be part of a team that is building a future to smile about? What about having the opportunity to collaborate with teams across the world, full of stimulating discussions, and making impactful contributions?

If this is how you see your career, Colgate is the place to be!

Our dependable household brands, dedicated employees, and sustainability commitments make us passionate about building a future to smile about for our employees, consumers, and surrounding communities. We, at Colgate, take immense pride in our brand which fuels our workplace to encourage innovative thinking, champion experimentation, promote authenticity and thus contribute to our enduring success.

If you want to work for a company that lives by their values, then give your career a reason to smile...every single day !

Role Purpose

The Field Capability & Sales Trainer is responsible for building a high-performing, scientifically credible Medical Representative (MR) field force. This is a highly active, hands-on role designed for a coaching practitioner, not a theoretical lecturer.

With an 80/20 field-to-classroom split, you will spend the vast majority of your time in the clinic environment, conducting dual-calls with Medical Reps, observing their interactions with dentists and periodontists, and providing real-time course corrections. Your mission is to bridge the gap between classroom science and field execution, ensuring every representative delivers impactful, evidence-based scientific detailing that drives brand recommendation.

Key Responsibilities

• On-The-Job Field Coaching & Dual-Calling
• Field Accompaniment & Observation: Spend 4 days a week traveling with Medical Representatives across assigned territories. Observe live detailing sessions with Dentists, Dental Specialists, and Dental Hygienists.
• Real-Time Detailing Assessment: Evaluate the rep’s ability to articulate Colgate’s clinical science (e.g., clinical trials, mechanism of action for Colgate Total, Elmex, or Perogard) and handle scientific objections from clinical experts.
• The "Coaching Loop" Execution: Provide structured, objective, and immediate constructive feedback post-clinic visit using established coaching frameworks (e.g., GROW model). Document behavioral changes and track progress over time.
• First-Line Manager (FLM) Alignment: Partner with District and Regional Sales Managers to ensure that field coaching points align with local business priorities and territory performance goals.
• Classroom Instruction & Functional Onboarding
• New Hire Induction: Lead structured classroom or virtual onboarding bootcamps for newly recruited Medical Representatives. Cover foundational anatomy, oral pathologies (caries, periodontal disease), product portfolios, and compliance codes.
• Detailing Masterclasses: Design and facilitate interactive roleplay sessions focused on closing techniques, handling skeptical dental professionals, and maximizing detailing aids (e.g., visual aids, digital tablets, SFA data).
• Product Refreshers: Collaborate with the Medical Affairs/MSL teams to translate new clinical data releases or product innovations into simplified, field-ready sales narratives.
• SFA Adoption & Sales Process Reinforcement
• SFA/CRM Behavioral Tracking: Reinforce the daily, disciplined use of Sales Force Automation (SFA) tools in the field. Ensure reps use their SFA data effectively for pre-call planning and post-call analysis.
• Closed-Loop Marketing (CLM) Tracking: Train and monitor reps on how to deploy digital detailing screens seamlessly mid-conversation without disrupting their rapport with the dentist.
• Remediation & Talent Diagnostics
• Underperformer Turnaround: Identify bottom-quartile representatives through SFA metrics and manager referrals. Design and execute customized 30-day field remediation plans to elevate their core competencies.
• Best-Practice Scaling: Identify top-tier field performers, document their successful detailing strategies, and turn them into peer-to-peer training modules for the wider team.

Key Performance Indicators (KPIs)

• Coaching Coverage: Percentage of the field force coached per quarter against the target.
• Detailing Effectiveness: Post-training shift in field force detailing scores and message recall accuracy.
• Adoption Rates: Speed and quality of execution for newly deployed training modules

Ideal Candidate Profile

Experience:

• Qualifications: Graduate in Life Sciences, B.Pharma, or general streams. A diploma or certification in Training & Development is preferred.
• Experience: 3–5 years of total experience in Pharma or Specialty Oral Care sales, with at least 1–2 years of dedicated experience as a Field Trainer or a proven track record as a high-performing Senior Medical Representative/Executive with a passion for coaching.

Competencies:

• Detailing Excellence: Mastery over scientific selling, clinic/chamber dynamics, and handling specialized medical/dental queries
• Coaching & Feedback: Ability to deliver constructive, actionable feedback to adult learners without exercising direct line authority
• Dynamic Facilitation: High energy and proficiency in conducting engaging classroom, virtual, and in-field training sessions

#CPIL

Our Commitment to Inclusion

Our journey begins with our people—developing strong talent with diverse backgrounds and perspectives to best serve our consumers around the world and fostering an inclusive environment where everyone feels a true sense of belonging. We are dedicated to ensuring that each individual can be their authentic self, is treated with respect, and is empowered by leadership to contribute meaningfully to our business.

Equal Opportunity Employer

Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law.

Reasonable accommodation during the application process is available for persons with disabilities. Please complete this request form should you require accommodation.

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