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.

How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!  Why Apply Through Jobgether? 

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