National Sales Training Manager

Requisition ID


The National Sales Training Manager functions as a liaison between Training & Development and Sales. Primary responsibility is coordinating with the District Managers (DM) and leading the District Sales Trainers (DSTs) in national initiatives and training rollouts to ensure district level training and execution across the nation. The National Sales Training Manager also works with DM training points in the development and deployment of pull through coaching materials. The National Sales Trainer works closely with Regional Directors to ensure that DM and DST directives are aligned with Marketing and Sales Leadership goals. Provides feedback on the training and developmental needs of the Account Managers to support the high quality of the sales force performance and consistency regarding OAPI objectives and Medical, Legal and Regulatory standards. Collaborates with Training & Development, Marketing and Sales Leadership to successfully execute pull through of all training programs to ensure alignment with sales and brand strategy. Serves as a resource to Marketing, Training and Development, Field Force Effectiveness, Operations and Sales Management for continuous learning related to sales execution and competitive field intelligence through ongoing collaboration with the District Managers, District Sales Trainers and field rides with Account Managers. Provides feedback to sales professionals during field rides and recommends follow up activities to enhance field effectiveness. Field ride focus is in the areas of selling skills and account management. Supports new hire training classes through the facilitation of workshops and organizing DST support.


This position will primarily partner with the Renal team.

Assists the Training & Development Department with other brands and special projects as needed.

  • Provide strategy, resources and guidance to DMs and DSTs around effective national pull through training execution
  • Partner with Regional Directors to identify national and regional needs and assist in implementing training
  • Execute all POA training content learning transfer via DM training points and DSTs
  • Implement systems that empower DMs and DSTs to assist in new hire onboarding, planning and organization, home office organization, and OAPI systems
  • Participate with the development of field based training initiatives with other Training & Development personnel and cross functional partners as appropriate
  • Assist Training & Development with large training events such as New Hire Training, POA, Train the Trainer and the DST Summit
  • Facilitate monthly calls with regional DSTs and DM Regional leads, including building agendas, scheduling guest speakers, follow up summaries, and action plans
  • Consistent and recurring touch points Regional Directors, ROM’s and Marketing
  • Conduct field rides across the nation to gain real world perspective around the needs of the sales force
  • Continually provides feedback on the training and developmental needs of Account Managers through field visits
  • Provides developmental feedback and coaching to Account Managers and shares field observations with District Managers and Regional Directors
  • Assists Account Managers in planning and organization, call routing, pre-call planning, post call analysis, territory management, targeting, and sample accountability
  • Assists with developing and implementing strategic training plans for new product launches
  • Embraces use of company technology (Veeva, Orion, IVA) and can influence across the division

Makes training recommendations to Sales Management and Training and Development based on needs and gaps identified through field visits and feedback



  1. BS/BA Degree
  2. 5+ years pharmaceutical sales experience or teaching/training experience
  3. Ability to be proactive; take leadership; and gain consensus in developing DST and other national training strategies and tactics
  4. Excellent communication/presentation skills (both oral and written)
  5. Demonstrated ability to work effectively both independently and collaboratively as part of a team
  6. Proficiency with Microsoft Office software (e.g. Power Point, Word, Excel)
  7. Experience in or ability to learn project management skills
  8. Excellent planning and organization skills
  9. Knowledge of pharmaceutical, medical, and managed care environments



  1. Master’s/MBA
  2. 2+ years Strategic Account Selling experience
  3. Renal experience

Come discover more about Otsuka and our benefit offerings; click here for more information




This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.

Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will receive consideration for employment without regard to their protected veteran or disabled status, or any protected status.


Otsuka Pharmaceutical Company is a global healthcare company with the corporate philosophy: “Otsuka-people creating new products for better health worldwide.” Otsuka researches, develops, manufactures and markets innovative products, with a focus on pharmaceutical products to meet unmet medical needs and nutraceutical products for the maintenance of everyday health.

In pharmaceuticals, Otsuka is a leader in the challenging area of mental health and also has research programs on several under-addressed diseases including tuberculosis, a significant global public health issue. These commitments illustrate how Otsuka is a “big venture” company at heart, applying a youthful spirit of creativity in everything it does.

Otsuka Pharmaceutical Company is a subsidiary of Otsuka Holdings Co., Ltd. headquartered in Tokyo, Japan. The Otsuka group of companies employed 45,000 people worldwide and had consolidated sales of approximately USD 11 billion (€ 9.9 billion) in 2016. 

All Otsuka stories start by taking the road less travelled. Learn more about Otsuka Pharmaceutical Company on its global website at Learn more about Otsuka in the U.S. at

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