Sales/Business Development/Client Servicing
5 - 6 Yrs
18 - 21 Lakhs
India's s oldest and most admired healthcare companies which provide consumers with a diverse range of diagnostics solutions, medical devices & nutritional products is looking to hire an Asst Divisional Finance Controllerfor their Mumbai Office.
Department/Division/ Unit: Commercial Excellence – Sales Training and Development
Reports To: NSTDMNational Sales Training and Development Manager
ï‚· Responsible for delivering classroom and on job training as planned
ï‚· To build a sales capability (Sales representatives and managers) of the field force in
the zone of influence.
ï‚· Give market insights to marketing teams on strategy implementation, impact of
strategies and customer responses
ï‚· Provide input to the NSDTMs on the knowledge and skills developmental
requirements based on the market and local business needs
ï‚· Ongoing knowledge reinforcement to Sales reps and line managers
KEY RESPONSIBILITIES AND ACCOUNTABILITIES:
a) Training need identification and Admin
ï‚· Identify people developmental needs of region through various methodologies.
ï‚· Plan to undertake training programs in accordance of these needs.
ï‚· Drive closure of activities like knowledge assessments, competency assessments,
coaching forms, and e - learning modules.
ï‚· Maintain all training records for the assigned region.
ï‚· Create knowledge banks for the field force.
b) Program content creation
ï‚· Develop content as assigned by NSTDM.
ï‚· Develop new training modules as per the local needs.
ï‚· Build selfâ€capabilities on content development using various principles of content
creation (4 MAT, ADDIE etc.).
ï‚· Update the developed content as per changed regional requirements.
c) Program impact assessment
ï‚· Ensure execution of program learning as planned
ï‚· Review outcome of the training interventions by applying various training evaluation models
(e.g. Kirk Patrick)
ï‚· Gather data for impact assessment.
ï‚· Analyze data from these studies to understand the impact of the current programs
and areas of improvement.
d) Stake holder engagement
ï‚· Coordinate and liaise with local sales managers (Firstâ€ and Secondâ€line sales managers) and
ï‚· Partner with HR for driving regional Field related HR initiatives
ï‚· Strategic partner to business in driving accelerated productivity.
ï‚· Strategic input to marketing through market intelligence gathering.
ï‚· Collaborate with marketing to come out with sharp skillâ€based customer centric
e) Building field force capabilities
ï‚· Drive new recruit productivity
ï‚· Partner with local ABMs and BMs to drive productivity.
ï‚· Undertake Induction programs for new recruits and managers.
ï‚· Conduct regular needâ€based knowledge and skill workshops in the region.
ï‚· Undertake certification programs for representatives as per schedule and
ï‚· Undertake need based on the job coaching / training for representatives and
ï‚· Support rollâ€out technical gadgets training like iPad, e detailers etc. and other digital
training initiatives of the organization.
ï‚· Collaborate with sales and marketing during CSMs to practice communication of the
cycle and situation handling.
ï‚· Take initiatives to master excel, powerâ€point, LMS platform, cloud based applications
and mobile apps those are applicable in training.
f) Self Capability Building and technology usage
ï‚· Take initiative to build selfâ€capability on training delivery skills and content creation.
ï‚· Undertake projects with NSTDM to develop selfâ€skill & knowledge up gradation.
ï‚· Liaise with team & industry colleagues to understand and implement the best
ï‚· Understand all technologyâ€based platforms functionality and use at a best level as a
blended learning approach in the region.
g) Financial management
ï‚· Look for opportunities to optimize costs without compromising efficiency.
ï‚· Keep cost under control at regional level as per directive.
KEY COMPETENCIES REQUIREMENTS:
Behavioral: Agility and Innovation, Integrity, Empathy, Assertiveness, Commitment to training with high learning & grasping ability, Drive for Results
Content Development ,Instructional design (4 MAT / ADDIE), Content structure, content appropriateness with the medium of instruction (F2F/ Digital/ Web based), content materials, and collaterals.
Facilitation Skills , Uses group dynamics to help participants to learn in a comfortable environment, while ensuring the learning objectives are achieved.
Training Delivery and Instructor competencies â€ Interesting, impactful and clarity in presentation, use of voice, gestures, eye contact and overall presence. Demonstration of Professionalism and evaluation of performance.
Planning, Organizing and Process Orientation : Has Knowledge of preparations for training delivery. Has a conscious structured approach to diagnosing educational problems/issues and working with the learner to develop a clear and appropriate educational plan. Plans & executes work keeping in mind performance objectives
Product and Therapy Focus ; Knowledge of all products & therapies concerning the Business Unit/s. Understands trends & competition promotional strategies & Products. Focus on handling objections & customer concerns
Technological Knowhow:The appropriate use of educational administration systems, effective record keeping and information technology, for the benefit of the learner and the Organization.
Ability to work on LMS, Mobile learning platforms and Virtual learning methods like Chat bots, WebEx, and Video based tools. Has through knowledge of MS Office Tools (Power Point, Excel and MS Forms)
Working with Colleagues and in Teams :Work effectively with the team members to deliver a multi professional training environment for the learner.
Coaching Skills: Provide positive support, feedback and guidance to improve leaner's effectiveness & improve performance in the work setting. Manages progress & accountability
Communication Skills :Is accomplished at using a range of communication skills, including Questioning, Listening, Empathy, Confrontation and Challenge. Uses communication to develop effective and collaborative working relationship. Ability to speak from learner’s point of view. Has a neutral accent in English.
Stakeholder Focus :Deliver value profitably. Provide Service excellence in all relevant areas. Developing & maintaining stakeholder relationships
Qualification:Graduate in Science from a Recognized University ISTD or related course /MBA in HR is desirable.