Director, Sales Capability & Performance DevelopmentReporting to the Senior Director, Sales Training & Effectiveness, the Director, Sales Capability & Performance Development owns the ongoing skills and capability development of the field organization - Territory Managers and Regional Sales Directors - beyond initial certification. This role builds the coaching frameworks, field reinforcement programs, and leadership development curricula that translate day-one readiness into sustained selling and coaching excellence in the field.
This is a builder role for an individual who is energized by field-based coaching, adult learning design, and equipping first-line sales leaders to develop their teams, and who can design performance frameworks that connect training investment to commercial results.
Pre-Launch Note: Ahead of the January launch meeting, this role will work in close, day-to-day collaboration with the Director, Sales Training & Field Enablement to ensure the newly hired sales force is fully trained, certified, and launch-ready. Immediately following the launch meeting, the two roles will formally bifurcate along the scopes outlined below.
Principal ResponsibilitiesTerritory Manager Skill & Capability Development- Design and deliver post-certification skills development programs for Territory Managers, including selling skills, account management, and compliant execution
- Build field reinforcement tools (call guides, coaching aids, micro-learning) that extend classroom training into day-to-day selling
- Establish a continuous learning cadence tied to the sales cycle, product lifecycle, and identified skill gaps
Regional Sales Director Coaching & Leadership Development- Build and deliver a first-line leader coaching curriculum, equipping Regional Sales Directors to observe, diagnose, and develop their Territory Managers
- Establish standardized field coaching models and ride-along/co-visit frameworks for consistent, high-quality field coaching
- Develop leadership capability programs to support RSD and future second-line leader growth
Performance Diagnostics & Insights- Partner with Sales Leadership and Commercial Analytics to identify skill gaps, performance trends, and execution opportunities at the individual, regional, and national level
- Translate field and performance insights into targeted coaching interventions and capability-building programs
- Establish and track performance indicators to measure the effectiveness of coaching and capability development investments
Blended Learning & Field Reinforcement- Leverage blended learning approaches (live, virtual, digital, field-based) to deliver ongoing capability development at scale
- Partner with the Director, Sales Training & Field Enablement to ensure capability programs are consistent with core curriculum and brand messaging
- Manage learning technology and CRM-enabled coaching tools to support field-based development
Cross-Functional Collaboration- Partner closely with Sales Leadership, Commercial Analytics, and HR/Talent to align capability development with performance management and succession planning
- Manage relationships with external coaching, assessment, and learning technology vendors
- Provide regular updates to the Senior Director, Sales Training & Effectiveness on field capability status, coaching adoption, and performance trends
Education & Experience- Bachelor's degree required; MBA or advanced degree a plus
- 10+ years of pharmaceutical or biotech industry experience, including field coaching, sales leadership, or capability/performance development
- Prior people leadership experience, or completion of a formal people leadership development program at a prior company, preferred
- Prior field sales leadership experience (e.g., Regional Sales Director or equivalent) strongly preferred
- Demonstrated experience building coaching frameworks or leadership development programs for first-line sales leaders
- Cardiovascular and/or chronic care therapeutic experience preferred
- Working knowledge of MLR/promotional review processes and pharmaceutical compliance requirements for field-facing content
- Familiarity with learning technologies and CRM-enabled coaching/training tools (e.g., Veeva, LMS platforms)
- Strong analytical skills with the ability to translate performance data into actionable development priorities
- A builder mindset with high personal accountability, resourcefulness, and a collaborative spirit
Travel- This position requires up to 20% travel. Frequently travel is outside the local area and overnight.
US Salary Range: $175,000 - $190,000
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