Head, Commercial Training & Development

Head, Commercial Training & Development

Harrow  |  Reports to: SVP, Commercial

Position Summary

Owns commercial enablement for the field organization: the capability, tools, and planning discipline that turn the go-to-market plan into field performance. Covers onboarding and certification, product and selling skills, commercial leader development, territory business planning, and adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) across all three franchises plus Strategic Accounts. Personally leads all sales leadership/manager-level development, as they are the main channel through which enablement reaches 200+ representatives.

Core Responsibilities

Build competency models and agree capability gaps with the franchise Sales Heads and Regional Managers.

Own curriculum architecture strategy and the certification processes and plans.

Build the commercial leader development program for district managers and regional leaders: coaching, business reviews, talent development, and leading through change.

Own the territory business planning curriculum and standard: account and territory plans, targeting prioritization capabilities, and business review capabilities and best practices.

Drive adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) through training, field champions, and usage metrics by tool, with Marketing & Commercial Operations, which administers the systems.

Use the rotational Field Trainers as champions by competency (e.g., business planning, tools usage) as well as for product and selling skills.

Lead the three franchise trainers and the three platform roles; oversee the 10-person rotational Field Trainer bench through the franchise trainers.

Own the AI-assisted content standard with Legal and PRC.

Report the enablement scorecard in the commercial business review each quarter (e.g., cohort ramps, coaching quality, tool adoption, and retention).

Own the enablement and training budget, vendors, and learning technology.

Qualifications & Requirements

Bachelor’s degree; 12+ years in pharma or biotech commercial roles, including field sales and 5+ years leading training or sales teams.

Built or rebuilt a commercial training function, including onboarding and certification.

Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training.

Experience measuring training impact on business results, and driving CRM or sales-technology adoption, leader development, or business planning programs.

Proficiency with AI platforms such as ChatGPT and Claude, and with Slack.

Preferred Qualifications

MBA, MS, or PharmD.

Eye care experience across buy-and-bill and pharmacy-benefit products.

Launch training experience; experience using AI tools in content production.

Position Type

Remote (U.S.)

Travel

Approximately 30–40%

Comp: $240,000, plus bonus