Training & Capabilities Lead
(Toronto, ON)
About the Role
Our client, a leading global pharmaceutical organization, is seeking a Training & Capabilities Lead responsible for designing, implementing, and monitoring commercial capability programs related to sales force effectiveness, with the ultimate goal of achieving commercial sales targets, enhancing customer satisfaction, and ensuring compliance across the local affiliate.
Operating within a matrix organization, this role bridges global strategy with local execution, ensuring that training and development programs reflect both global excellence standards and country-specific needs.
Key Responsibilities
Commercial Capabilities Development
- Lead the design and delivery of country-level commercial capability programs across sales and other customer-facing functions
- Localize global capability frameworks, tools, and initiatives to ensure relevance and impact in the Canadian market
- Collaborate with global and cross-functional teams to develop, refine, and embed core capabilities across all functions
- Drive assessment initiatives and targeted action plans to foster a culture of continuous improvement and professional growth
Training Strategy & Execution
- Conduct annual training needs analyses to ensure upskilling of sales representatives in alignment with product strategy
- Develop and execute annual training plans for selling skills in collaboration with Commercial Operations and Global SFE
- Facilitate onboarding, product, and skills training, and continuous learning programs using a blend of digital, in-person, and experiential learning methods
- Monitor training effectiveness using KPIs, feedback loops, and performance outcomes with local Sales Management and SFE teams; continuously optimize based on insights
- Design and deliver comprehensive sales training programs, including digital modules (e.g., Brainshark), 1:1 field coaching, and District Manager (DM) sessions to ensure sales force readiness and performance
Matrix Collaboration & Stakeholder Engagement
- Act as the key interface between the Canadian affiliate and the global commercial function, ensuring two-way communication and alignment
- Collaborate with global people teams to integrate leadership development, coaching, and behavioural skills into commercial training programs
- Partner with local and global People Teams, National Sales Manager, and District Managers to identify capability gaps and co-create solutions
Change Management & Culture Building
- Support cultural transformation initiatives by embedding capability development into broader change programs
- Champion a learning and selling culture that embodies agility, innovation, continuous improvement, and compliance
- Serve as a role model for cross-functional collaboration and matrix leadership
- Lead the development and execution of coaching strategies, including coach training, performance tracking (KPIs), and qualitative reviews to ensure consistency and effectiveness
Technology & Learning Platforms
- Leverage global learning platforms and digital tools to deliver scalable, engaging, and measurable training experiences
- Ensure compliance with global standards for content development, data privacy, and learning analytics
Qualifications
- Bachelor’s degree in a relevant field such as Life Sciences, Business Administration, Psychology, Education, or Human Resources
- Professional certifications in training, coaching, instructional design, or learning technologies are a strong asset
- Minimum 7+ years of progressive experience in pharmaceutical, biotech, or global healthcare commercial business units
- Sales experience within primary care in Canada is essential
- First-line sales management and coaching experience is non-negotiable
- Proven expertise in commercial capability development, training, and blended learning delivery
- Strong understanding of matrix organizations and ability to influence across global and local stakeholders
- Excellent communication, facilitation, and stakeholder management skills
- Strategic mindset with a hands-on approach to execution and problem-solving
Why Join
This is a unique opportunity to play a pivotal role in enhancing commercial capabilities and culture within a global pharmaceutical environment. You’ll work across global and local teams to build skills, strengthen organizational performance, and drive excellence that supports both business success and improved patient outcomes.
Thank you in advance for your interest, only individuals deemed to have the skill set and experience to fit the role will be contacted. Applicants must be legally entitled to work in Canada without sponsorship.
We are equal opportunity and affirmative action employers that do not discriminate on the basis of race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or veteran status, or any other characteristic protected by local, state, provincial or federal laws, rules, or regulations. Our policy applies to all terms and conditions of employment. Accommodation is available for applicants with disabilities upon request.
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