Manager, Nephrology Training and Sales Excellence

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

The Manager, Nephrology Training and Sales Excellence will be responsible for developing, delivering and updating ongoing training programs to maximize the effectiveness of the Key Account Manager’s (KAMs) ability to sell. He/she will assist in the development of training programs including concept design, materials development and implementation. In conjunction with the Associate Sales Director, he/she will continually assess the training and developmental needs of the KAMs to identify gaps and maintain the high quality of the sales selling skills and key account management. In conjunction with Marketing, he/she will also assume a leadership role in national and cycle meeting planning and implementation of training and POA-related workshops and activities.


  • Assumes role of primary trainer for the Nephrology sales team including delivering content and future product training for promoted brands, and all other training and development activities for the sales team
  • Lead the development of the Nephrology KAM Training strategy and annual plan
  • Trains KAMs on therapeutic area, disease state product knowledge, competition, basic to advanced selling/negotiation skills
  • Assists in the design, development, and implementation of the KAM 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, and launches
  • Creates follow-up programs for continuation of Account based selling models
  • Works closely with the Nephrology Core Brand teams Marketing and Associate Sales Director 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 the Associate Sales Director
  • 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 the publication of POA booklets and other department communications

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: