Commercial Learning Manager/ Training Manager

Your Tasks And Responsibilities

The Commercial Learning Manager (Training Manager) position supports assigned business units within the Pharma business in the Country in building the capabilities & competencies of Frontline Sales Representatives (Medical Reps, Key Account Managers & Retail / Channel Reps), First Line Sales Managers (FLSMs) and Second Line Sales Managers (SLSMs) in order make each Customer interaction valuable to Customers and Bayer.

Major tasks and responsibilities of position (max. 8 key topics)

Serve as a strategic business partner (key contact person) for local BUs (marketing and sales) to identify learning needs of Reps, FLSMs & SLSMs and create winning learning /training plans that enable implementation of strategic plans and achieve business goals
Actively support the Pharma business units by delivering programs (both physical and virtual platforms) to build the capabilities & competencies of Sales Representatives, FLSMs and SLSMs to make each Customer interaction valuable to Customers & Bayer
Influence and advance the Coaching capabilities of FLSMs / SLSMs through structured interventions and driving process adherence
Leverage adult learning concepts to enhance and develop world-class learning interventions and materials (print, web, audio, video, virtual, etc.) to improve the skills, capabilities & support for advancing product knowledge of stakeholders and executing Integrated Multi-Channel Marketing (IMCM) strategies
Analyze all data points relevant to training/learning focus definition, including but not limited to Veeva entries, Coaching reports and evaluations, STEM results and Market Research Trackers
Deliver Learning / Training Execution Excellence
Establish credibility by demonstrating subject matter expertise and knowledge (e.g. answering enquiries, simplifying complex concepts, modelling etc.)
Adopt a variety of facilitation styles to cater to varying group sizes and maintain energy, enthusiasm and focus
Manage the learning environment (e.g. time, safety, participant involvement)
Effective communication skills (e.g. clarity, pace, tone, language, eye contact and gestures)
Check for participant understanding and provide support to ensure individual needs and outcomes are met
Prepare and utilize appropriate resource materials needed for effective delivery and participant learning
Review and evaluate effectiveness of training session delivery
Coordinate monthly field visits with Sales Reps, FLSMs and SLSMs to ensure the cascade and implementation of delivered learning interventions, and share observations with their Line Managers and support with follow-up conversations (as required)
Maintain up-to-date knowledge of pharmaceutical industry, Country healthcare systems, and learning and development concepts and their impact on the roles, responsibilities, and key competencies on sales functions and thereby contribute to holistic learning needs analysis process
Collaborate cross-functionally to create and monitor Annual Learning Plan (ALP) and undertake Learning Needs Analysis on a yearly basis
Possess the full overview of current and future offerings and learning frameworks provided by Global & Regional Learning Teams
Consult with members of Country Pharma Commercial Team to understand, identify and agree upon Country training needs and approaches
Forecast training needs and plan training offerings
Guide Country stakeholders on winning ALP creation across Business Units and Brands
Monitor the execution of ALPs and provides solutions wherever required.
Complies with local regulations, industry and Bayer’s code of conduct at all times

VALUE ADDED.

Supports organization strategy, growth ambitions and continuously improve quality of Customer Engagement Excellence (CEE) by designing and delivering state-of-the-art learning and development interventions in alignment with global and regional guidelines, including, but not limited to:
Deliver Foundational and Advanced selling skills training to Frontline Sales Representatives (Medical Reps, Key Account Managers & Retail / Channel Reps), FLSMs and SLSMs
Advance FLSM and SLSM coaching skills (gap identification and skill building)
Conduct Onboarding training program for new employees
Create and implement annual learning plan and sales training roadmap
Develop bite-sized learning / e-Learning material using content authoring software and drive the adoption of digital learning among the salesforce
Influence the adoption and implementation of Multi-Channel Cycle Plans (MCCP)
Implement surveys & accumulate feedback from about the training needs & satisfaction level of current programs
Participate in Business Review Meetings & other meeting of the sales team and contribute to business needs