Sales Training & Development Manager

Job Description

JOB PURPOSE:

• Analyze the training & development needs across different levels of the sales force in Consumer Health and design appropriate T&D Interventions including training & refresher programs to help improve their core skills
• Responsible for delivering classroom, Virtual and on job training as planned
• To build a sales capability (sales representatives and managers) of the field force in the consumer / trade business
• Give trade market insights to marketing teams on strategy implementation, impact of strategies and customer responses
• Provide thought leadership in design and development and provide coaching and consultation to internal partners, and/or outside vendors or contractors on learning design projects
• Serve as an Internal Facilitator for Managerial Induction as well as general, soft skills and leadership development
• Work with function heads (Sales, Marketing, SFE, Training) and other support teams to identify learning objectives

KEY RESPONSIBILITIES AND ACCOUNTABILITIES:Training need identification and Admin

• Identify people developmental needs of through various methodologies.
• Plan to undertake training programs in accordance of these needs.
• Drive closure of activities like Onboarding programs, knowledge assessments, competency assessments, coaching tools, and e learning modules.
• Maintain all training records for the consumer business.
• Create training processes for each levels of the consumer the field force starting from On-boarding of the employee.
• Support roll-out of SFA (Sales Force Automation) tools

Program content creation

• Develop content as assigned by Head- Sales Training & Development.
• Develop training modules as per the local and national needs by self and partner with external experts wherever required.
• Build self capabilities on content development using various principles of content creation and instructional design (4 MAT, ADDIE etc.).
• Update the developed content as per changed business requirements.
• Design content structures for blended solutions, e-learning courseware, virtual sessions, instructor-led classroom, video, and learning support tools

c)Program impact assessment

• Ensure execution of program learning as planned
• Review outcome of the training interventions by applying various training evaluation models (e.g. Kirk Patrick)
• Gather data for impact assessment.
• Analyze data from these studies to understand the impact of the current programs and areas of improvement.

d)Stake holder engagement

• Coordinate and liaise with local line sales managers, National Sales Head, BUD, Head Marketing, Brand Managers, National Training Managers and Head Sales Training & Development
• Partner with BHR for driving Field related BHR initiatives pertaining to capability development.
• Strategic partner to business in driving accelerated productivity.
• Strategic input to marketing through market intelligence gathering.
• Collaborate with marketing for customer centric communication and initiatives.

e)Building field force capabilities

• Partner with line managers to drive productivity.
• Facilitate and build process for on-boarding of new employees in co-ordination with Business and BHR
• Build process in training to upskill field force in trade/consumer specific skills (E.g. Merchandizing, Channel management, Retailer Order booking, Customer Discussion & Handling techniques, Negotiation, Customer Engagement, etc.)
• Conduct regular need based knowledge and skill workshops
• Undertake certification programs for consumer business
• Undertake need based on the job coaching / training for managers
• Support roll out technical gadgets training like iPad, e detailers etc. and other digital training initiatives of the organization.

Self Capability Building and technology usage

• Take initiative to build self capability on training delivery skills and content creation.
• Undertake projects with Training Head to develop self skill & knowledge up gradation.
• Liaise with team & industry colleagues to understand and implement the best practices.
• Understand all technology based platforms functionality and use at a best level as a blended learning approach in the region.
• Take initiatives to master excel, power point, LMS platform, cloud based applications and mobile apps those are applicable in training.

Financial management

• Look for opportunities to optimize costs without compromising efficiency.
• Keep cost under control as per directive.
• Manage budgets, metrics, targets and measures.

KEY COMPETENCIES REQUIREMENTS:Behavioral:

• Agility and Innovation
• Integrity
• Empathy
• Assertiveness
• Commitment to training with high learning & grasping ability
• Drive for Results

Functional/ Technical:Content Development Instructional design (4 MAT / ADDIE/ Any Other), content structure, content appropriateness with the medium of instruction (F2F/ Digital/ Web based), content materials, and collateralsFacilitation Skills Uses group dynamics to help participants to learn in a comfortable environment, while ensuring the learning objectives are achieved.Training Delivery and Instructor competencies Interesting, impactful and clarity in presentation, use of voice, gestures, eye contact and overall presence. Demonstration of Professionalism and evaluation of performance.Planning, Organizing and Process Orientation Has Knowledge of preparations for training delivery. Has a conscious structured approach to diagnosing educational problems/issues and working with the learner to develop a clear and appropriate educational plan. Plans & executes work keeping in mind performance objectivesProduct and Process Focus Knowledge of all brands, merchandizing techniques, visibility enhancement techniques and overall channel management pertaining to consumer business. Understands trends, competition and promotional strategies. Ability to focus training for upskilling the field force on handling objections, customer concerns, negotiations and influencing conversations.Technological Knowhow Appropriate use of administrative systems, effective record keeping and information technology, for the benefit of the learner and the Organization.Ability to work on LMS, Mobile learning platforms and Virtual learning methods like Chat bots, WebEx, and Video based tools. Has through knowledge of MS Office Tools (Power Point, Excel and MS Forms)Working with Colleagues and in Teams Work effectively with the team members to deliver a multi professional training environment for the learner.Coaching Skills Provide positive support, feedback and guidance to improve leaners effectiveness & improve performance in the work setting. Manages progress & accountabilityCommunication Skills Is accomplished at using a range of communication skills, including Questioning, Listening, Empathy, Confrontation and Challenge. Uses communication to develop effective and collaborative working relationship. Ability to speak from learner s point of view. Has a neutral accent in English.Stakeholder Focus Deliver value profitably. Provide Service excellence in all relevant areas. Developing & maintaining stakeholder relationships,

Keyskills :
salesinsurancerecruitmentmarketingrecruitingms office toolsms officesoft skillscoachingsales trainingnational salesrecord keepinggroup dynamicstrainingdevelopment