Training & Development Manager

**Job Function**:
Sales Enablement

**Job Sub**Function**:
Sales Training

**Job Category**:
People Leader

**All Job Posting Locations**:
Dubai, United Arab Emirates

**Johnson & Johnson Innovative Medicine**is recruiting for **Training & Development Manager**to be located in **Dubai, UAE**.

Responsible for designing, implementing, and overseeing all training programs related to selling skills, the company’s selling model, and coaching capabilities for the sales force, sales managers, and field-based medical and marketing teams. This role will ensure that commercial teams are fully equipped to engage healthcare professionals effectively, in line with company standards and compliance requirements.

The role will also manage external vendors to deliver specialized training solutions for development in current role and future roles of employees

**Key Responsibilities**:
**Sales Representative Training**:

- Design and deliver training programs covering core sales competencies such as:

- Prospecting and segmentation
- Objection handling and closing techniques
- Account planning and territory management
- Facilitate product knowledge sessions and ensure annual certification compliance
- Ensure proper onboarding of the new FF, (Initial/ follow up trainings/ Testing/ Certification) to get them equipped with J&J selling models/ skills/ techniques
- Implement J&J Selling Model, leveraging internal or external resources
- Conduct in-field coaching and role-playing exercises to reinforce classroom learning
- Monitor the consistent implementation of the selling model through regular field observation and feedback sessions.
- Evaluate training effectiveness through performance metrics, field feedback, and periodic skill assessments.
- Ensure Cycle Meeting readiness and implement across the teams role play exercises to ensure Sales Team readiness
- Expand his scope to leverage the skills of the Access & Medical teams e.g. MSLs to improve the customer interactions experience & expected outcomes

**Sales Manager Coaching**:

- Coach sales managers on performance management, data-driven decision-making, and execution discipline
- Support managers in conducting pipeline reviews, performance boards, and coaching conversations
- Promote a culture of accountability, performance and continuous improvement

**Capability Building & Diagnostics**:

- Conduct capability assessments to identify skill gaps across the all customer facing functions
- Codify best practices from top-performing reps and integrate them into training content
- Collaborate with Business, HR and Commercial Excellence (BI) teams to align training with business aspirations

**Cross-Functional Collaboration**:

- Partner with Marketing, Medical to ensure products training content and delivery
- Contribute to regional initiatives such as Talent Talks

**Onboarding & New Hire Training**:

- Own and execute onboarding programs for new sales representatives, sales managers, MSLs, and product managers.
- Ensure new hires are equipped with product knowledge, compliance training, and selling skills prior to field deployment.

**Cross-Functional Training**:

- Develop and deliver customized training programs for Medical Science Liaisons, Product Managers, and other customer-facing roles, focusing on communication excellence, scientific exchange, and effective customer interactions.

**External Vendor Management**:

- Identify, select, and manage external training providers to deliver specialized programs (e.g., negotiation skills, leadership development, advanced coaching).
- Ensure vendors meet company standards, budget constraints, and deliver effective learning outcomes.

**Collaboration & Stakeholder Engagement**:

- Work closely with Business Unit Leaders, Sales Leadership, Marketing, Medical Affairs, HR, and Compliance to align training needs with business priorities.
- Support product launches with tailored training modules in collaboration with Marketing and Medical teams.
- Participate in the preparation and execution of national sales meetings and cycle meetings, including content development and facilitation.

**Continuous Improvement & Reporting**:

- Maintain a systematic training calendar and ensure full execution of planned training interventions.
- Provide regular reporting to management on training impact and competency development.

**Qualifications**:

- Proven experience in sales training, field coaching, or commercial excellence roles
- Strong understanding of sales processes, performance metrics, and adult learning principles
- Excellent facilitation, communication, and interpersonal skills
- Experience in the healthcare or FMCG sector preferred
- Ideally sales background

**Success Metrics**:

- Improved sell out
- Increased manager impact in coaching activities
- Structured model of commercial trainings ensuring continuous learning vs. onetime events