National Product Trainer - Oncology

Passion for Innovation. Compassion for Patients.

With over 120 years of experience and more than 17,000 employees in over 20 countries, Daiichi Sankyo is dedicated to discovering, developing, and delivering new standards of care that enrich the quality of life around the world.

In Europe, we focus on two areas: The goal of our Specialty Business is to protect people from cardiovascular disease, the leading cause of death in Europe, and help patients who suffer from it to enjoy every precious moment of life. In Oncology, we strive to become a global pharma innovator with competitive advantage, creating novel therapies for people with cancer.

Our European headquarters are in Munich, Germany, and we have affiliates in 13 European countries and Canada.

Location:    Full-Time, Field based role, with the need to be in the office to deliver training as an when required 

Purpose:    To help create  a culture of continuous learning and growth to drive high performance within the Oncology Business Unit. To drive the implementation of the Daiichi Sankyo customer-centric Key Account Management approach enhance product and disease area knowledge and develop and maintain a competitive in-call skill set.  for the Sales Team, and the Scientific Engagement Model for the Medical Science Liaison (MSL) Team,
 
Together with the Sales Manager, Marketing, and the Head of MSLs, improve the individual and group performance of the customer facing roles, to defined standards through the design, planning, managing and delivery of industry-leading and highly effective training and development programmes and interventions.

To  provide in field coaching and development to key members of the Field team, including MSLs, in order to drive in-call excellence and to foster a culture of continuous self-improvement through the passionate championing and ownership of personal development and fulfilment of Team objectives. 
 

Accountabilities and Measures:

1.    Developing In Call Performance and Field force capabilities.  Design, plan, manage and deliver field based learning/development interventions for Customer Facing roles, including MSLs, to ensure the highest possible level of effectiveness in role.  

•    Together with the Sales Manager and the Head of MSLs, design, plan, manage and deliver customer facing induction training programmes for current and future products to achieve the highest possible level of employee effectiveness in role, and integration into the organisation, within the shortest possible timeframe and in line with ABPI requirements where appropriate.
•    Put key metrics in place to evaluate and create current and on-going clinical knowledge in customer facing roles and review and coach on a regular and ongoing basis -Sales team only.
•    In consultation with the Sales Managers develop an appropriate training plan ensuring this is aligned with a ‘Customer Experience’ approach and KAM Conducting regular training needs analysis across the field teams, working with individuals and key stakeholders to assess requirements.
•    Pro-actively identify training solutions and interventions building appropriate level plans so that these are co-ordinated and planned in accordance with other company priorities. 
•    Design, measure and communicate the success of training interventions with a focus on continual improvement.
•    To carry out field visits using an appropriate coaching structure and to the required company standards
•    Implement a universal selling model across the Business Unit  -Sales team only. In close collaboration with the Head of MSLs, implement a Scientific Engagement Model for the Oncology MSL Team
•    Ensure all relevant company employees have a thorough understanding of the Oncology disease area, Brand, Competitor insight and NHS, enable the application of knowledge to ensure the maximisation of sales of the product portfolio for the Sales Team.

2.    Ensure regular product, disease area, competitor knowledge training is in place for all relevant employees as well as training on knowledge of the NHS systems and structures. 

•    Active participation in brand forums
•    Plan, design, manage and deliver on existing promoted product/disease training
•    Plan, design, manage and deliver on new  promoted product/disease training
•    Project manages and leads on NHS knowledge training and regular updates 
•    Develops an internal network of experts and champions
•    Ensures auditable records for each of these are kept up to date. 

3.    Monitors and promotes sales team excellence through the analysis of qualitative and quantitative metrics; designing and implementing interventions to optimise the use of the selling skills model to achieve high quality professional key account management and selling skills across the customer facing roles in line with the Brand and KAM Plans.

•    Works with the Oncology Business Insights Manager, National Sales Manager and Key Account Managers and other key stakeholders to ensure that the appropriate tools exist to support the sales team through conducting effective training needs analysis.
•    Helps the company understand, define and establish the appropriate learning and development measures of success, determining what is meaningful to the business and aligned with the Brand and KAM plan objectives. 
•    Place in call quality measures to demonstrate improvements across all customer facing roles over time. 
•    Ensure consistent measurements are in place to monitor and improve coaching capability across the KAM roles in order to reduce variance in standards across the organisation. 
•    Sources all data necessary to gain a full and complete understanding of sales team activities and output
•    Internally and externally benchmarks to understand what represents best practice.
•    Develops targets and tracking methodologies to drive correct behaviours and outputs and enable rapid interpretation of results to help derive corrective actions via CRM system
•    Work with suitable external and internal partners to deliver self-directed and other training to optimise personal and company performance.    

4.    Champion the importance of giving and receiving feedback and the use of Personal Development Plans in developing a high performance culture.

•    Drive ownership of self-development and continuous improvement.
•    With the HR team, encourage the importance of the completion of PDPs as essential tools to help drive development and continupus improvement. 
•    Pro-actively engage with individuals and managers to discuss training and development needs identified in PDPs for customer facing roles.
•    Continually look for more effective learning techniques and methodologies to ensure that the company can attract, develop and retain industry-leaders 

5.    Continuously develop own professional skills & knowledge in order to make a valued contribution to the development of individual and team performance at Daiichi Sankyo.

•    Understanding and practical application of innovative technology in the workplace
•    Excellent interpersonal communication and influencing skills
•    Product and therapy area knowledge
•    NHS knowledge
•    ABPI Code understanding

Technical/Professional Knowledge:

Essential 

•    In field performance coaching experience 
•    Significant experience of designing, developing and delivering sales focused training programmes.
•    A passion for continuous development of self and others
•    Strong NHS knowledge
•    Experience of successful pharmaceutical sales 
•    Advanced Presentation skills 
•    Experienced training facilitator 
•    Proven experience of project planning and implementation 
•    Excellent written and verbal communication skills
•    Experience of training needs assessment
•    Educated to degree level or equivalent 
•    ABPI (UK) Qualification as well as a thorough understanding of the ABPI Code of Practice
•    Full driving licence and the ability to travel throughout the UK 
•    Advanced user of Microsoft Office software products
    
Desirable 

•    Experience of successful pharmaceutical sales in Oncology
•    Master’s Degree level education (or equivalent)
•    CIPD Certificate in Learning & Development practice or equivalent
•    An advanced level coaching qualification
•    Experience in behavioural techniques e.g. NLP, behavioural profiling
•    Prior experience of dealing with SFE programmes or initiatives 
 

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