As the Sales Training & Sales Force Effectiveness Manager for the LAS Cluster, you will play a strategic role in enhancing commercial capabilities and driving sales excellence across the region. You will be responsible for designing, adapting, implementing, and evaluating sales training and sales force effectiveness initiatives that empower commercial teams to maximize performance and achieve business objectives.

Partnering closely with Sales Leadership, Marketing, Medical Affairs, Human Resources, and Global Commercial Excellence teams, you will ensure training strategies are aligned with business priorities while fostering a high-performance, customer-centric culture across LAS countries.

Key Responsibilities

Commercial Training Strategy & Capability Development

• Develop and execute the Sales Training and Sales Force Effectiveness strategy across the LAS Cluster.
• Adapt and localize global training curricula, ensuring relevance to local market dynamics and business needs.
• Lead the design and delivery of programs including onboarding, product knowledge, selling skills, coaching, leadership development, and commercial excellence.
• Build continuous learning frameworks to strengthen commercial capabilities and drive sustainable performance.

Sales Force Effectiveness

• Lead initiatives that improve sales force productivity, effectiveness, targeting, and execution.
• Analyze sales performance metrics and identify capability gaps, opportunities, and improvement actions.
• Drive customer segmentation, targeting strategies, territory optimization, and performance management initiatives.
• Monitor and evaluate training effectiveness through KPIs, sales outcomes, and competency assessments.

Training Delivery & Learning Innovation

• Manage the deployment of face-to-face, virtual, and hybrid learning solutions.
• Implement innovative learning methodologies and digital training tools to enhance engagement and knowledge retention.
• Ensure readiness and successful execution of training programs supporting product launches and strategic business priorities.

Talent Development, Coaching & Performance Improvement

• Identify development needs through performance analysis and stakeholder feedback.
• Provide coaching and guidance to sales managers and field teams to strengthen leadership and selling effectiveness.
• Promote a culture of continuous learning and performance improvement across the commercial organization.

Stakeholder Management & Cross-Functional Collaboration

• Act as a trusted advisor to Sales Leadership and key stakeholders across the organization.
• Facilitate collaboration with Medical, Marketing, HR, and Global Commercial Excellence teams to ensure integrated capability-building initiatives.
• Build and maintain strong relationships with internal and external partners, including learning vendors and training providers.

Training Operations & Governance

• Prioritize and coordinate the development of training materials, learning resources, and capability-building programs.
• Establish governance processes, reporting mechanisms, and performance dashboards to monitor training impact.
• Ensure compliance with internal policies and industry standards in all training activities.

Leadership Responsibilities

• Lead and develop a team of experienced professionals and/or team leaders.
• Drive execution of commercial capability and effectiveness strategies while ensuring delivery against agreed objectives.
• Manage resources, priorities, and budgets related to training and commercial excellence initiatives.
• Foster collaboration, accountability, and high performance within the team.

Qualifications

Education

• Bachelor's Degree in Business Administration, Life Sciences, Healthcare, Marketing, or a related field.
• MBA or Postgraduate Degree in Business, Commercial Excellence, Learning & Development, or related disciplines preferred.

Experience

• 8-10 years of progressive experience in Sales Training, Commercial Excellence, Sales Force Effectiveness, or Learning & Development.
• Proven experience designing and implementing commercial capability-building programs within multinational organizations.
• Strong understanding of sales processes, coaching methodologies, adult learning principles, and performance management.
• Experience working with cross-functional stakeholders and regional/global teams.
• Prior people leadership experience preferred.

Skills & Competencies

• Strategic thinking and execution excellence.
• Strong analytical and data-driven decision-making skills.
• Commercial acumen and customer-centric mindset.
• Excellent facilitation, presentation, and coaching skills.
• Stakeholder management and influencing capabilities.
• Project and change management expertise.
• Ability to thrive in a fast-paced and matrixed environment.

Languages

• Native or fluent Spanish.
• Advanced English (written and verbal).

Other Requirements

• Willingness to travel across the LAS region as required.

Success in This Role Will Be Measured By

• Improvement in sales force capability and productivity metrics.
• Successful deployment and adoption of regional training programs.
• Positive impact of training initiatives on sales performance and business results.
• Stakeholder satisfaction and engagement.
• Effective execution of product launch training and commercial excellence initiatives.
• Strong talent development and succession readiness within commercial teams.