Commercial Capabilities Manager

Job Description

Role Description

  • Support the ongoing long-term improvement of employees' skills, enabling them to fulfill their potential within their organization.
  • Assess the skills and knowledge within an organization and determining what training is needed to grow and retain these skills.
  • Build action plans and ensure the effective execution in due time in order to enhance the job effectiveness at a different level

Detailed Tasks & Responsibilities 

Budget Management

  • Ensure all activities are completed within the approved Commercial Capabilities budget

Field Coaching - Should constitute 40 % of total working days

  • Responsible for coaching the medical representative level (up to D3)
  • Assures quality coaching through continuous review of the coaching reports and feedback delivered to the sales team
  • Produces quarterly Qualitative and Quantitative Coaching Reports
  • Designs and Implements Corrective actions to sustain strong field implementation

Training Workshops

  • Delivering the Selling Skills Module in the Induction Training program
  • CCA will deliver Mini Induction Selling workshops to newly hired reps to ensure that they are ready for field activity on time
  • Carry out Leadership Selling refreshment sessions throughout the year based on the teams’ needs
  • Delivers Training Curriculum Workshops for Reps
  • Follow up on post-training activities of different workshops

Training Evaluation

  • Responsible for evaluating Attendees’ Satisfaction by the end of the induction training and selling workshops
  • Ensure proper implementation of what they have learned through roleplays, real case simulations post-training activities, and in-field coaching


  • Helps in collecting developmental needs from Medical Representatives’ Line Managers
  • Developing a robust training plan for the Medical Representatives based on the training needs analysis exercise
  • Share examples of good Developmental objectives
  • Review Individual Development plans and assures high-quality implementable plans for the sales teams Provides developmental solutions and options to managers and colleagues to enrich developmental plans.
  • Sets a strong example by Self-development plans.

Level of Autonomy

  • Ability to Initiate & execute the above listed tasks with minimal guidance