Senior Training Manager

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Date: 04-Aug-2022

Location: Nationwide, United Kingdom, UB8 1DH

Company: Daiichi Sankyo Europe


Passion for Innovation. Compassion for Patients.


Daiichi Sankyo and its 16,000 employees in more than 20 countries are dedicated to the creation and supply of innovative pharmaceutical products. In Europe, we focus on two areas: In the cardiovascular space, our strong portfolio of medicines reflects our long-standing commitment and shows that we care for every heartbeat; in oncology our goal is to become a global pharma innovator until 2025 by providing novel therapies to patients across the world. Our European headquarters are in Munich, Germany, and we have affiliates in 13 European countries.


Hours: Full-Time, Head office based role – at least 60% in office or in field with field team


Purpose: To  help create a performance culture within the Oncology Business Unit-drive the implementation of the Daiichi Sankyo customer-centric Key Account Management approach, to enhance product and disease area knowledge and to develop and maintain competitive skill set.
Together with Sales Manager and Marketing, to 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 coaching and development to key members of the Field team 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. 


1.    Identify the need for, design, plan, manage and deliver relevant and appropriate training interventions for Customer Facing roles to ensure the highest possible level of effectiveness in role.

•    Design, plan, manage and deliver customer facing induction training programmes for Enhertu 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.
•    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. 
•    Conduct 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.
•    Engage and challenge stakeholders to ensure training interventions are appropriate and planned, and delivered effectively.
•    Implements a universal selling model across the Business Unit
•    Ensure all relevant company employees have a thorough understanding of the Oncology disease area, Brand, Competitor insight and  NHS, enabling the application of knowledge to ensure the maximisation of sales of the product portfolio.


2.    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.  


3.    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 talent management strategies
•    Work with key stakeholders to ensure that the appropriate methodologies and systems are used to deliver PDPs.
•    Pro-actively engage with individuals and managers to discuss training and development needs identified in PDPs.
•    Ensure plans are developed and follow up interventions are carried out and documented.
•    Continually look for more effective learning techniques and methodologies to ensure that the company can attract, develop and retain industry-leaders throughout all levels of the organisation


4.    People Management and Leadership

•    Develop field and head office team  on skill, knowledge and spirit 

•    Be responsible to build up a professional, effective and efficient training team: identify and analyse the headcount needs vs. current situation; propose training and supports to team for development. 

Technical/Professional Knowledge:


•    Theory and practice of coaching to advanced level
•    Conception, writing and development of training strategies and interventions
•    Knowledge and demonstrable application of learning, coaching, training and development theories and models
•    Training and development needs analysis and training programme design and delivery
•    Experience of successful pharmaceutical sales in secondary care 
•    Advanced presentation and behavioural skills 
•    Previous experience of leading and managing teams
•    Full driving licence
•    Advanced user of Microsoft Office software products
•    ABPI qualified

•    Experience of successful pharmaceutical sales in Oncology
•    Experience of working in the Oncology markets 
•    Master’s Degree level education (or equivalent)
•    CIPD Certificate in Learning & Development practice or equivalent
•    Experience in behavioural techniques e.g. NLP, behavioural profiling
•    Prior experience of dealing with SFE programmes or initiatives 
•    Working knowledge of NLP principles and their application to interpersonal skills, and relationship building


What we offer