Director, Sales Capability & Performance Development

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Sales Capability & Performance Development based in the United States. This fully remote leadership role will shape how a growing field organization develops, performs, and leads over time. You will own the capability-building strategy for Territory Managers and Regional Sales Directors, extending learning well beyond initial certification. The role combines field coaching, adult learning, leadership development, performance analytics, and commercial execution. You will build scalable frameworks and reinforcement programs that translate training investments into measurable business outcomes. Working closely with sales leadership, analytics, HR, and external partners, you will turn performance insights into targeted development initiatives. This is an ideal opportunity for a builder who thrives in a high-growth pharmaceutical or biotech environment and enjoys creating capabilities from the ground up. 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 Direct