MAIN PURPOSE OF JOB

In alignment with Servier India's strategy, values, and learning philosophy, the Zonal Business Capabilities Lead is responsible for strengthening the capabilities of field teams through structured learning interventions, coaching, field accompaniment, and performance-focused training initiatives.

The role acts as a strategic business partner to the sales organization by identifying capability gaps, delivering training programs, supporting onboarding and development journeys, and ensuring field force effectiveness through continuous learning and coaching. The incumbent plays a key role in enhancing product knowledge, selling skills, coaching capabilities, and behavioural competencies to drive business performance and employee development across the assigned zone.

PRINCIPAL RESPONSIBILITIES

A] Induction, Onboarding & Capability Development

- Support the onboarding and development journey of new field representatives before and after Initial Training Course (ITC).
- Deliver introduction sessions on Servier learning platforms, including SH@RE LMS.
- Monitor e-learning completion status and provide periodic progress reports to relevant stakeholders.
- Provide structured On-the-Job Training (OJT) through regular field accompaniment with new recruits.
- Conduct post-ITC follow-ups in collaboration with Regional Managers (RMs), Zonal Managers (ZMs), and the Business Capabilities team.
- Maintain training records, performance dashboards, quiz results, coaching scores, and development progress of ITC participants.

B] Training Delivery & Facilitation

- Conduct classroom, virtual, and field-based training programs aligned with business objectives.
- Deliver product knowledge, selling skills, coaching skills, and behavioral competency development programs.
- Facilitate localized training interventions based on regional business requirements.
- Conduct periodic role-play sessions simulating diverse customer and healthcare professional interactions.




- Support Head Office-led learning initiatives, ITCs, Continuous Training Courses (CTCs), and other capability development programs.

C] Field Coaching & Performance Enhancement

- Partner with Sales Managers and Regional Managers during joint field work to identify performance gaps and coaching opportunities.
- Utilize approved coaching tools and frameworks to improve call effectiveness and sales execution quality.
- Provide focused coaching interventions for:
- New joiners
- Employees under probation
- Employees on Performance Action Plans (PAP)
- Individuals requiring targeted skill enhancement
- Monitor improvement plans and provide actionable feedback to managers and employees.

D] Learning Needs Analysis & Capability Planning

- Conduct regular Training Needs Analysis (TNA) to identify capability gaps within assigned territories and teams.
- Collaborate with sales leadership to prioritize capability-building interventions.
- Continuously evaluate the effectiveness of learning initiatives and recommend enhancements.
- Contribute to the development and execution of annual capability-building plans aligned with business priorities.

E] Digital Learning & Content Development

- Develop engaging digital learning content using Articulate 360 and other approved learning platforms.
- Create e-learning modules covering:
- Product knowledge
- Scientific updates
- Clinical studies
- Sales excellence
- Coaching skills
- Behavioural competencies
- Support the creation and enhancement of learning presentations, assessment tools, and training materials.

F] Assessment, Reporting & Governance





- Design and administer periodic assessments, quizzes, and knowledge evaluations.
- Conduct monthly MCQ-based assessments and share reports with relevant stakeholders.
- Track learning effectiveness through:
- Assessment scores
- Coaching call evaluations
- Field observations
- Training participation metrics
- Maintain accurate training records and capability development databases.
- Generate insights and reports to support business and talent development decisions.

G] Stakeholder Management

- Act as a key liaison between the Business Capabilities, Commercial Excellence, Sales, and HR teams.
- Build strong partnerships with Regional Managers, Sales Managers, Zonal Managers, and Business Unit leaders.
- Support implementation of strategic learning projects and organizational capability-building initiatives.
- Ensure alignment between business priorities and capability development activities.

GENERAL

- Performing any other tasks (than previously listed) relevant to the professional management of the Company either spontaneously or at the express request of the Management.
- In all matters and always, working to the highest professional and Company standards.

PROFILE REQUIREMENTS

A] MINIMUM REQUIREMENTS

- 4-8 years of experience in Pharmaceutical Sales, Learning & Development, Sales Training, Business Capabilities, or related functions.
- Strong understanding of pharmaceutical selling processes and field force effectiveness.
- Experience in conducting field coaching and capability development interventions.
- Exposure to digital learning platforms and e-learning content creation preferred.

B] INDISPENSABLE QUALITIES

- Professional approach to all aspects of job.
- Well-developed communication skills, both oral and written.
- Well-developed interpersonal skills.
- Good negotiating abilities
- Energy, enthusiasm and commitment.
- Ability to organise and prioritise.
- Positive Analytical skills.

📌 Zonal Business Capabilities Lead – CMVD (Bengaluru)
🏢 Servier Pharmaceuticals
📍 Bengaluru