Field Training Lead

Role Purpose The Field Capability Sales Trainer is responsible for building a high-performing, scientifically credible Medical Representative (MR) field force. This is a highly active, hands-on role designed for a coaching practitioner, not a theoretical lecturer. With an 80/20 field-to-classroom split, you will spend the vast majority of your time in the clinic environment, conducting dual-calls with Medical Reps, observing their interactions with dentists and periodontists, and providing real-time course corrections. Your mission is to bridge the gap between classroom science and field execution, ensuring every representative delivers impactful, evidence-based scientific detailing that drives brand recommendation.

Key Responsibilities

1. On-The-Job Field Coaching Dual-Calling

• Field Accompaniment Observation: Spend 4 days a week traveling with Medical Representatives across assigned territories. Observe live detailing sessions with Dentists, Dental Specialists, and Dental Hygienists.
• Real-Time Detailing Assessment: Evaluate the reps ability to articulate Colgates clinical science (e.g., clinical trials, mechanism of action for Colgate Total, Elmex, or Perogard) and handle scientific objections from clinical experts.
• The "Coaching Loop" Execution: Provide structured, objective, and immediate constructive feedback post-clinic visit using established coaching frameworks (e.g., GROW model). Document behavioral changes and track progress over time.
• First-Line Manager (FLM) Alignment: Partner with District and Regional Sales Managers to ensure that field coaching points align with local business priorities and territory performance goals.

2. Classroom Instruction Functional Onboarding

• New Hire Induction: Lead structured classroom or virtual onboarding bootcamps for newly recruited Medical Representatives. Cover foundational anatomy, oral pathologies (caries, periodontal disease), product portfolios, and compliance codes.
• Detailing Masterclasses: Design and facilitate interactive roleplay sessions focused on closing techniques, handling skeptical dental professionals, and maximizing detailing aids (e.g., visual aids, digital tablets, SFA data).
• Product Refreshers: Collaborate with the Medical Affairs/MSL teams to translate new clinical data releases or product innovations into simplified, field-ready sales narratives.

3. SFA Adoption Sales Process Reinforcement

• SFA/CRM Behavioral Tracking: Reinforce the daily, disciplined use of Sales Force Automation (SFA) tools in the field. Ensure reps use their SFA data effectively for pre-call planning and post-call analysis.
• Closed-Loop Marketing (CLM) Tracking: Train and monitor reps on how to deploy digital detailing screens seamlessly mid-conversation without disrupting their rapport with the dentist.

4. Remediation Talent Diagnostics

• Underperformer Turnaround: Identify bottom-quartile representatives through SFA metrics and manager referrals. Design and execute customized 30-day field remediation plans to elevate their core competencies.
• Best-Practice Scaling: Identify top-tier field performers, document their successful detailing strategies, and turn them into peer-to-peer training modules for the wider team.

Key Performance Indicators (KPIs)

• Coaching Coverage: Percentage of the field force coached per quarter against the target.
• Detailing Effectiveness: Post-training shift in field force detailing scores and message recall accuracy.
• Adoption Rates: Speed and quality of execution for newly deployed training modules

Ideal Candidate Profile

• Qualifications: Graduate in Life Sciences, B.Pharma, or general streams. A diploma or certification in Training Development is preferred.
• Experience: 35 years of total experience in Pharma or Specialty Oral Care sales, with at least 12 years of dedicated experience as a Field Trainer or a proven track record as a high-performing Senior Medical Representative/Executive with a passion for coaching.

1. Detailing Excellence: Mastery over scientific selling, clinic/chamber dynamics, and handling specialized medical/dental queries
2. Coaching Feedback: Ability to deliver constructive, actionable feedback to adult learners without exercising direct line authority
3. Dynamic Facilitation: High energy and proficiency in conducting engaging classroom, virtual, and in-field training sessions

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.