Job Posting Title - Sales Analyst

Job Description Summary

- This role drives the Sales Capability across Professional & Consumer sales( approx. 400 employees) Plays a critical role, considering the growth ambitions and new functional competencies to be built in the Sales team.( distribution, account planning, retail store management, sales leadership management).

- The role requires the high level of interaction with a diverse group of professionals from Marketing, Sales, Lighting Academy, Learning & Talent Development and external trainers wherever required.

- The primary deliverables are assessing capability gaps and identifying relevant solutions to close the gaps; facilitating capability workshops, meetings or training sessions, and providing consultative support during the on-boarding of new sales employees.

- Key impact - driving productivity ISM/Wage bill and % FFF qualified

Job Description

Identifying Sales capability needs of the organization

- Understanding capability needs and Gaps from the Heads of Sales

- Understanding the future needs from GTM, in order to identify the new capabilities that need to be imparted and internalized within the organization

- Aligning with business needs and relevant stakeholders - Sales, Customer marketing, Product marketing, Lighting Academy & HR, to arrive at a list of Sales capabilities that the organization should possess in order to be future-ready

- Drive capability initiatives in line with FFF competence framework

- Synthesizing the Sales capability needs of the organization, as per FFF framework, and subsequently establishing proficiency levels required on each capability and each role

- Map individual sales team members on the competency grid, in order to ascertain required training inputs, and devise customized growth plans

- Impart relevant training inputs, to enhance overall competence and capability across the sales organization

- Track and Report teams and individual progress

- Content creation, to address the capability needs of the organization

- In-house content development to bridge the capability gaps that have been identified based on existing competency levels

- Collaborating with external agencies and Subject matter experts, to create content of topical relevance to the organization

- Create and leverage delivery platforms, depending on the nature of content to be delivered

- Classroom training, especially for skill-based training to large groups

- On-the-job Coaching to build on functional skills already imparted through another medium

- Self-learning guides to enable sales team members to enhance their functional skills

- Mobile application

- Train the Trainers to build in-house - training bandwidth- which can subsequently enable large-scale training sessions for cascading standardized content at multiple locations simultaneously

- E-Learning platform for Certification on training inputs consumed. This platform can also be used for communication of processes and other information dissemination (Coverage norms, Incentive structure, Competitions and other sales announcements)

Measure training efficacy

- Qualitative and Quantitative measures to evaluate benefits from training initiatives

Training opportunities

- Training, to build new capabilities in the organization in-line with evolving GTM, and identified as capability gaps

- Refresher courses, to enhance proficiency levels for individuals or groups that fall short of the desired proficiency levels on the required competence set

- Induction / On-boarding, to enable new joiners to adapt faster and therefore shrink the - time to deliver-

Develop, Implement and Manage Annual Training calendar

- Prioritize capability building inputs, in alignment with the Sales team and likely future business needs

- Manage logistics - physical infrastructure, collateral printing, Trainers etc

- Manage training budget under all cost heads

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