Director, Sales Capability & Performance Development

Accountabilities:

• • Design and deliver ongoing skill and capability development programs for Territory Managers, covering selling effectiveness, account management, compliant execution, and other critical field capabilities.
  • Build practical field reinforcement resources, including call guides, coaching tools, micro-learning, and other materials that embed learning into day-to-day selling activities.
  • Establish continuous learning and development cadences aligned with the sales cycle, product lifecycle, evolving business priorities, and identified capability gaps.
  • Develop and deliver coaching curricula for Regional Sales Directors, equipping first-line leaders to observe, diagnose, coach, and develop their Territory Managers effectively.
  • Create standardized field coaching models, including ride-along and co-visit frameworks, to promote consistent and high-quality coaching practices.
  • Build leadership development programs that strengthen current Regional Sales Directors while creating a foundation for future second-line leadership development.
  • Partner with Sales Leadership and Commercial Analytics to identify performance trends, skill gaps, and execution opportunities across individual, regional, and national levels.
  • Translate field and performance data into targeted coaching interventions, capability-building programs, and measurable development priorities.
  • Establish performance indicators and reporting mechanisms to assess coaching adoption and demonstrate the impact of capability development investments.
  • Leverage blended learning approaches—including live, virtual, digital, and field-based formats—to deliver scalable development experiences.
  • Partner with the Sales Training & Field Enablement function to ensure ongoing capability programs align with core curriculum, product strategy, and compliant brand messaging.
  • Manage learning technologies and CRM-enabled coaching tools that support field development and performance management.
  • Collaborate with Sales Leadership, Commercial Analytics, and HR/Talent to connect capability development with performance management and succession planning.
  • Manage external relationships with coaching, assessment, and learning technology providers and provide leadership with regular updates on capability health, coaching adoption, and performance trends.
  • During the pre-launch period, work closely with the broader sales training and field enablement organization to ensure the newly hired field team is trained, certified, and ready for launch.

  Requirements:

  • Bachelor’s degree required; an MBA or other advanced degree is a plus.
  • 10+ years of experience in the pharmaceutical or biotechnology industry, with a background spanning field coaching, sales leadership, sales capability, or performance development.
  • Prior people leadership experience is preferred, as is completion of a formal people leadership development program.
  • Previous field sales leadership experience, such as Regional Sales Director or an equivalent role, is strongly preferred.
  • Demonstrated experience designing and implementing coaching frameworks or leadership development programs for first-line sales leaders.
  • Experience in cardiovascular and/or chronic care therapeutic areas is preferred.
  • Working knowledge of pharmaceutical compliance requirements and MLR/promotional review processes for field-facing materials.
  • Familiarity with learning technologies and CRM-enabled coaching and training platforms, including tools such as Veeva and LMS solutions.
  • Strong analytical capabilities, with the ability to interpret performance data and translate findings into clear, actionable development priorities.
  • Strong understanding of adult learning, field coaching, performance management, and leadership development principles.
  • Exceptional communication and stakeholder-management skills, with the ability to influence sales leaders and cross-functional partners.
  • A builder mindset characterized by high ownership, accountability, resourcefulness, adaptability, and a collaborative approach.
  • Ability to work effectively in a fully remote environment and travel up to approximately 20%, including occasional overnight travel outside the local area.

  Benefits:

  • Base salary range of $175,000–$190,000 USD.
  • Fully remote work environment.
  • Opportunity to play a foundational role in building sales capabilities within a growing pharmaceutical/biotech organization.
  • High-visibility partnership with sales leadership, commercial analytics, HR/talent, and other cross-functional stakeholders.
  • Opportunity to design and implement coaching, leadership development, and performance frameworks from the ground up.
  • Up to approximately 20% business travel, including occasional overnight travel.
  • Exposure to commercial launch preparation and the development of a newly established field organization.
  • Opportunities to influence long-term sales effectiveness, leadership development, and commercial performance.