Trainer - Pharma

GENERAL RESPONSIBILITIES:

1 Preparation and delivery of training

New Medical Representatives - ITC

1. To organise and deliver internal Initial Training Courses with the specific objective of developing:

a. a strong understanding of disease areas, marketplaces competitors products

b. A basic level of competency in selling skills

- To ensure the availability of appropriate course materials. (To prepare and up - date training materials as per SOP)

- To prepare tests, workshops and exercises for better learning and engagement of trainees

- To promote and maintain an atmosphere of agreement, confidence, interaction, competition and co-operation within the Initial Training Course.

- To conduct online and written assessments of the Trainee representatives with regard to their attitude, presentation, theoretical knowledge and practical skills, ensuring that the Business Capabilities Head is kept fully informed of the progress of each Trainee.

- At the end of the Initial Training Course, to fill the assessment sheet for each trainee and give recommendations for ongoing training/development for each Trainee to the concerned stakeholders

- To give a detailed feedback to Regional Managers about actual situation and development of trainee.

- Actively participate in trainee integration process of new Medical Representatives within the company.

2. To deliver ongoing Product Training to the Sales force

a. In line with Company Training Strategy, to deliver of ongoing Sales force Product Training or team change training program

b. In line with Company Training Strategy to prepare approved products/disease area Quizzes for the Sales force. To co-ordinate the results of these and provide ongoing feedback to the Business Capabilities Head.

3. New Product Training

- To prepare and train the Sales force and concerned stakeholders in new product launches.

- To aid in the development of disease area and product training programmes in conjunction with Marketing, medical teams and keep the Business Capabilities Head informed with updates of the training plan for all new products.

- To ensure all new products are incorporated into the Initial Training Course.

- To assist in the delivery of Sales Force Training for all new products when required.

- To adapt on a regular basis Training materials based on the actual situation.

4. Ongoing training of established Medical Representatives - CTC To deliver internal Courses with the specific objective of developing skills of medical representatives (selling skills, communication skills useful for call or round tables, assertiveness, business commitment):

For example

- How to analyze sales and prepare action plan?

- In call Selling skills, communication skills

- Coach Med Reps with advanced skill and knowledge-based training or follow up through CTCs

5.To deliver training for new employees of Head office

- Know your products Portfolio (brief online + F2F program)

- Actively participate in the integration process of new employees.

- Training of Product Managers /Training Managers/ Regional Managers

6. To deliver Trainings as per Training Need Analysis done with stakeholders

- To conduct training need analysis with all managers to identify the exact training needs for individual and teams.

- To identify the KPIs post training with the managers which the trainees are likely to achieve.

- To design training programs suited to requirement of managers as per TNA

- For executing training either do it by self, collaborate with internal or external SME (subject Matter expert) and organize and execute the training program.

- To give a feedback post training to respective stakeholders and follow up the outcome of the training

7. To deliver training on online platform.

To use the SH@RE online learning platform and design and deliver distance learning training curriculum for products through DSL - Digital Self Learning. MS Teams Training Program (DIL - Digital Instructor Led) as necessary and conduct online MCQ's to test their knowledge on the product in cycle meetings as well as during their field work.

To also prepare as per need of the fieldforce eLearn modules (Scientific & Skill based modules) in co-ordination with Business Capabilities officer and make it available in the SH@RE learning platform for use of Field force

8. Preparation and up-dating of training materials To continually update Training slides and manual incorporating suggestions from Marketing and medical team in line for company strategy.

9. Company Meetings

- To attend all Cycle Meetings and National Sales Conferences and to provide support to all syndicate sessions.

- Active attendance at these meetings - presentations of studies

- Preparation and executions of Workshops and Guidelines during cycle meetings

- Use appropriate training during common meetings

- To regularly attend Regional Meetings in order to continually build the profile of the Training Department. To provide support and input in these meetings under the guidance of the Business Capabilities Head - presentations of specific topics according to the requirement of sales department.

- To attend such training courses, meetings, symposia, seminars and conferences as required by the Company and, where necessary, to undertake weekend work at Company expense even though it may entail spending nights away from home.

10. Answer queries from Medical Representatives

- To help medical reps in specific skills based development for improving in call performance in coordination with Regional Manager

11. IN FIELD TRAINING

- To do dual calls with Medical Representatives based on actual analysis of the needs of the Medical Representatives.

- To do field work at 4 days per month to assess the training need in months which are not occupied with too many trainings.

- To observe and coach RMs on the practical aspects of team member coaching during a medical call.

- To actively give feedback of field work with rep to the RM and if needed about the RM to the SM

- To also submit written field work report as per department format once the field work is done.

- To be open to go to any part of India as per the need and decision of the Business Capabilities Head .

14 . FINANCE

- To work towards optimization of costs in departmental expenses especially when it comes to proposal of external training service utilization to train internal employees

- To help choose the best quality external vendor for specialized trainings in co-ordination with purchase department with optimal cost as per budget guideline of the department

- To ensure timely submission of expenses incurred for self / trainings undertaken at external sites like Regional HQs / Specialized developmental trainings at specific external development centres if expenses paid by self through cash or credit card.

- To propose from time to time cost optimization measures for trainings undertaken by Business Capabilities department.