Head of Training

Abbott; Karachi Division; On-site; PKR 1,800,000 - 3,600,000; Full time

Job summary

Abbott Pakistan is seeking a Training Manager to lead the development and execution of the commercial training and capability strategy for EPD Pakistan, aligning with business priorities and regional plans. You will build capabilities through onboarding, product and disease knowledge, selling skills, field coaching, leadership development, and launch readiness programs.

The role requires five years in field sales training management, knowledge of CRM and eLearning platforms (SumTotal), and

Qualifications

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

Responsibilities

• Lead development and execution of the annual commercial capability plan aligned with Pakistan's priorities and regional training.
• Build capabilities through onboarding, product/disease knowledge, selling skills, field coaching, and leadership development.
• Organize onboarding and training logistics on SFA, AER, policies/benefits, COBC, distribution, EHS, and office procedures.
• Develop launch readiness plans for new product introductions with curricula, manuals, assessments, and field readiness.
• Oversee training team, budget, external vendors, governance and version control of materials.

Skills

Selling skills

Coaching

Leadership

Education

BSc / MSc / Pharm-D

MBA or related postgraduate qualifications

Tools

SumTotal

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.