Head of Sales Training

About the role

The Head of Sales Training will lead the design and delivery of capability‑building programmes for a national pharmaceutical sales force in Pakistan. Reporting to commercial leadership, you will create a sustainable training ecosystem that raises the performance of Medical Representatives, Area Managers and Sales Managers while ensuring compliance with ethical promotion standards.

Key responsibilities

• Design and implement structured training programmes for Medical Representatives, Area Managers and Sales Managers to boost leadership and sales execution.
• Develop an annual training calendar aligned with business priorities and the needs of product and sales managers.
• Facilitate workshops on coaching and leadership frameworks such as the GROW model and Situational Leadership.
• Create a robust induction programme that accelerates field readiness for new Medical Representatives.
• Build development pathways for Product Managers to ensure alignment between marketing and field execution.
• Establish talent pipelines for future Field Managers and second‑line leaders.
• Ensure all training content complies with Pakistani pharmaceutical regulations and ethical promotion practices.
• Partner with commercial leaders to identify capability gaps and deliver targeted learning interventions.

Required profile

• Bachelor’s degree in Pharmacy, Science or Business; MBA preferred.
• 10+ years of experience in the pharmaceutical industry with a focus on sales training, field‑force development or sales leadership.
• Deep understanding of pharma sales structures in Pakistan, including Medical Representatives, Area and Sales Managers, and Product Managers.
• Proven track record of designing and delivering leadership and sales training programmes in a regulated environment.

Required skills

• GROW coaching framework
• Situational Leadership model