Field Force Training and Development Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at https://www.jnj.comJob FunctionSales EnablementJob Sub FunctionSales TrainingJob CategoryProfessionalAll Job Posting Locations:Casablanca, MoroccoJob DescriptionAbout Innovative Medicine Our expertise in Innovative Medicine is informed and inspired by patients, whose insights fuel our science-based advancements. Visionaries like you work on teams that save lives by developing the medicines of tomorrow.Join us in developing treatments, finding cures, and pioneering the path from lab to life while championing patients every step of the way.Learn more at https://www.jnj.com/innovative-medicineWe are searching for the best talent for the Field Force Training and Development Manager role based in Morocco. Purpose: 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.You Will Be Responsible ForSales Representative Training Design and deliver training programs covering core sales competencies such as:Prospecting and segmentationObjection handling and closing techniquesAccount planning and territory managementFacilitate product knowledge sessions and ensure annual certification complianceEnsure proper onboarding of the new FF, (Initial/ follow up trainings/ Testing/ Certification) to get them equipped with J&J selling models/ skills/ techniquesImplement J&J Selling Model, leveraging internal or external resourcesConduct in-field coaching and role-playing exercises to reinforce classroom learningMonitor 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 team’s role play exercises to ensure Sales Team readinessExpand his scope to leverage the skills of the Access & Medical teams e.g. MSLs to improve the customer interactions experience & expected outcomesSales Manager CoachingCoach sales managers on performance management, data-driven decision-making, and execution disciplineSupport managers in conducting pipeline reviews, performance boards, and coaching conversationsPromote a culture of accountability, performance and continuous improvementCapability Building & DiagnosticsConduct capability assessments to identify skill gaps across the whole customer facing functionsCodify best practices from top-performing reps and integrate them into training contentCollaborate with Business, HR and Commercial Excellence (BI) teams to align training with business aspirationsCross-Functional CollaborationPartner with Marketing, Medical to ensure products training content and deliveryContribute to regional initiatives such as Talent TalksOnboarding & New Hire TrainingOwn 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 TrainingDevelop 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 ManagementIdentify, 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 EngagementWork 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 & ReportingMaintain a systematic training calendar and ensure full execution of planned training interventions.Track training completion, skill application, and behavioral change through performance monitoring systems.Provide regular reporting to management on training impact and competency development.Qualifications / RequirementsProven experience in sales training, field coaching, or commercial excellence rolesStrong understanding of sales processes, performance metrics, and adult learning principlesExcellent facilitation, communication, and interpersonal skillsExperience in the healthcare or FMCG sector preferredIdeally sales background with a minimum of 10 years of experienceFluent in English and French.Travel: 70% (Algeria, Morocco, Tunisia, Lebanon)Success MetricsImproved sell outIncreased manager impact in coaching activitiesStructured model of commercial trainings ensuring continuous learning vs. onetime eventsRequired SkillsCross-Functional Collaboration, Field Training, Training Delivery Methods, Training Needs Analysis (TNA), Training ProgramsPreferred SkillsAnalytics Insights, Coaching, Consulting, Global Market, Learning & Development Trends, Learning Materials Development, Organizational Knowledge, Process Improvements, Sales Enablement, Sales Support, Sales Training, Strategic Sales Planning, Technical Credibility, Training Needs Analysis (TNA)