Head of Sales Training

Abbott Laboratories; Karachi Division; On-site; PKR 3,000,000 - 5,400,000; Full time

Job summary

Abbott Laboratories Pakistan seeks a Training Manager to lead commercial training aligned with business priorities. You will drive onboarding, product knowledge, selling skills, field coaching, and leadership development across the sales force, while ensuring launch readiness and ongoing capability improvements.

You will also manage development calendars, collaborate with Medical and Marketing, and oversee SumTotal content and assessments to raise field performance.

Qualifications

• Experience of field sales management of at least five years.
• Experience as Training Manager for five years or more.
• Exposure to CRM systems and eLearning platforms.
• Knowledge of basic medical and product profiles.

Responsibilities

• Train sales forces to achieve their sales/field objectives.
• Lead development and execution of the commercial training strategy.
• Onboard, coach, and develop product and disease knowledge for teams.
• Manage SumTotal and LMS usage, quizzes, and reporting.
• Oversee annual training calendar and budget.
• Evaluate learning effectiveness using defined KPIs.

Skills

Selling skills

Field sales management

Coaching

CRM experience

Education

BSc / MSc / Pharm-D

MBA

L&D certifications

Tools

SumTotal LMS

Veeva

CRM systems

Job description

Job Summary

Train sales forces for accomplishment of their sales/field functions effectively. Lead the development and execution of the commercial training and capability strategy for EPD Pakistan aligned with business priorities and the regional training agenda. Build capabilities through onboarding, product and disease knowledge, selling skills, field coaching, leadership development, and launch readiness programs while evaluating learning effectiveness through agreed performance indicators.

Principal Duties

• Contribute to selection of new hires on trainability, selling aptitude, and core competencies on assigned products.
• Ensure training of new hires by imparting training on medical background, product profile, competition, and selling skills through sales trainers and self.
• Arrange orientation for new hires on SFA, AER, policies/benefits, COBC, distribution, EHS, office procedures, and BTB/BTW to ensure effective onboarding and readiness for field responsibilities.
• Organize and arrange mandatory training for new HOS, RSM/TFLM on reallocated products (if any), job orientation, recruitment & selection, coaching/counselling skills, and other identified training needs.
• Own and execute the annual commercial capability plan aligned with Pakistan's business priorities and the regional training agenda.
• Prepare and publicize the annual training calendar and ensure complete and timely accomplishment of all training schedules.
• Lead the development and implementation of capability-building initiatives for sales teams and people managers, including field coaching, leadership development, and effective application of learning in the field.
• Assess sales forces on SFA KPIs, identify capability gaps, and develop action plans and targeted training interventions to improve individual and team performance.
• Arrange training sessions to update and refresh product and disease knowledge of the sales force through face-to-face and eLearning platforms (SumTotal).
• Arrange and impart refresher training to identified TMs, RSMs, KAMs, TTMs, and TFLMs based on business requirements and identified development needs.
• Develop and oversee launch readiness plans for new product introductions, including training curricula, product manuals, knowledge assessments, certification requirements, and field-force preparedness.
• Develop training manuals for NPIs in collaboration with Medical and Marketing and ensure approval through Veeva.
• Ensure upload of manuals for the entire product portfolio on SumTotal.
• Ensure upload of quizzes for all portfolios on SumTotal to assess and update product knowledge and selling skills.
• Generate and share quiz performance reports with respective HoS, HoT, and DOS to support capability development and performance improvement.
• Manage the user database on SumTotal and provide oversight of learning management system utilization and effectiveness.
• Monitor and evaluate training effectiveness through onboarding readiness, proficiency improvement, coaching quality, field application of learning, and closure of identified capability gaps.
• Lead, manage, and develop the training team through objective setting, performance management, coaching, development planning, and succession planning for all direct reports.
• Prepare and manage the annual training budget and oversee relationships with external training vendors and learning partners.
• Ensure governance, approval, compliance, and version control of all training materials, manuals, assessments, and learning content.
• Follow up and ensure timely completion of all Global Initiatives and Projects.

Knowledge & Experience

• Knowledge of basic medical and product profile & their competitive edge.
• Selling skills, customer handling with social styles
• Experience of field sales management of at least five years.
• Experience as Training Manager at least five years
• Exposure to CRM systems and eLearning platforms

Minimum Qualifications

• BSc / MSc / Pharm-D
• MBA or other relevant postgraduate qualifications will be an added advantage.
• Professional certifications in Learning & Development, Coaching, Sales Management or Commercial Excellence will be considered an advantage.