Manager, CNS Training and Sales Excellence

Type: Permanent position
Location: Montreal - Head Office
Department: Sales, Marketing & Customer Support Programs
Summary of Purpose:

The Manager, CNS Training and Sales Excellence will be responsible for developing, delivering and updating ongoing training programs to maximize the effectiveness of the representatives’ ability to sell. He/she will work in coordination with our alliance partners to align training initiatives in accordance with agreed upon strategies. Assists in the development of training programs including concept design, materials development and implementation. In conjunction with the Sales Managers, will continually assess the training and developmental needs of the CNS Specialty Representatives to identify gaps and maintain the high quality of the sales force selling skills. In conjunction with Marketing, he/she will also assume a leadership role in cycle meeting planning and implementation of POA activities.


  • Assumes leadership role for training for the CNS sales team including delivering content and future product training for supported brands, and all other topics covered in Basic and Advanced Training curriculum for the sales team
  • In conjunction with Sales, Marketing and Medical, lead the development of the CNS Sales Training strategy and annual Plan
  • Trains representatives on product knowledge, competition, basic to advanced selling/negotiation skills, business acumen, administrative procedures, general medical terminology, and disease management
  • Assists in the design, development, and implementation of the CNS Specialty Representative training programs in a wide variety of formats including written and other media-based training
  • Conducts New Hire Training Programs and TTTs for National/POA meeting training sessions
  • Creates follow-up programs for continuation of Account based selling models
  • Works closely with Marketing and Sales Managers to plan for and develop programs that support the marketing strategies
  • Evaluates and recommends outside vendor training resources and programs
  • Continually assesses the training and developmental needs of representatives through continuous contact and discussions with Sales Managers
  • Establish objectives for, and develop criteria for evaluating the effectiveness of the training activities and make modifications as necessary to ensure the training meets the educational goals
  • Keep abreast of training and development research; adult learning theory, and new materials, methods and techniques. Identify best practices associated with adult based learning objectives, and stay abreast of the competitive landscape and Otsuka products
  • Manages Training communications including pre-work related to Cycle Meetings

Qualifications and Key Competencies:

  • BA or BSc degree required, preferably with a science background
  • Minimum of 2 years of Training Experience –Training Project Management, Curriculum development
  • Experience designing, developing and delivering sales training modules and establish Product training curriculum for new hires and ongoing training
  • Five or more years of experience in the pharmaceutical industry is preferred
  • Experience in a variety of functional areas (e.g. Sales Training, Sales Operations, Marketing, etc.) is desirable
  • Group Presentation skills
  • Coaching skills
  • Project Management skills


Supervision of Others: