About Alkem:
Alkem Laboratories Limited is an Indian multinational pharmaceutical company headquartered in Mumbai, that manufactures and sells pharmaceutical generics, formulations and nutraceuticals in India and globally over 50 countries. We have consistently been ranked amongst the top five pharmaceutical companies in India. Our portfolio includes illustrious brands like Clavam, Pan, Pan-D, and Taxim-O, which feature amongst the top 50 pharmaceutical brands in India.
Key Responsibilities:
- Lead Training Needs Analysis (TNA) for the sales organization by collaborating with Zonal/Regional Managers and Marketing teams to identify capability gaps.
- Design and implement strategic sales training frameworks to enhance field force effectiveness, including:
- Advanced selling skills (influencing, objection handling, negotiation, conversion)
- In-depth product and therapy knowledge
- Competitive positioning and market insights
- Drive end-to-end training lifecycle for the sales team - onboarding, refresher training, and continuous capability development.
- Facilitate high-impact training interventions through classroom sessions, virtual platforms, and on-the-job field coaching (joint field work).
- Partner closely with Sales & Marketing to ensure training programs align with brand strategy, product launches, and business priorities.
- Lead new product launch trainings, ensuring timely and effective readiness of the sales force.
- Monitor training effectiveness through:
- Field evaluations and coaching feedback
- Sales performance metrics (productivity, conversion ratios, Rx generation)
- Training assessments and certifications
- Drive capability-building initiatives for first-line and mid-level sales managers.
- Ensure adherence to compliance and regulatory training (GMP, GCP, ethical promotion guidelines).
- Anchor and track Individual Development Plans (IDPs) for sales employees in collaboration with business leaders.
- Plan and execute sales conferences, workshops, and leadership development initiatives.
- Oversee and optimize the Learning Management System (LMS), ensuring high adoption and completion rates.
- Develop relevant content and design programs by applying principles of instructional design, keeping the outcome in mind.
- Generate critical MIS for updating relevant stakeholders.
Experience & Qualifications:
5-8 years of pharma sales L&D experience with strong expertise in TNA, sales training, field coaching, and LMS, preferably backed by an MBA/PGDM and a life sciences background.
