Regional Sales Training and Development Manager

JOB PURPOSE :

- Responsible for delivering classroom and OTJ

- To build a sales capability (Sales representatives and managers) of the field force in the zone of influence.

- Give market insights to marketing teams on strategy implementation, impact of strategies and customer responses

- Provide input to the National Head on the knowledge and skills developmental requirements based on the market and local business needs

- Ongoing knowledge reinforcement to Sales reps and line managers

KEY RESPONSIBILITIES AND ACCOUNTABILITIES :

a) Training need identification and Admin

- Identify people developmental needs of region through various methodologies.

- Plan to undertake training programs in accordance of these needs.

- Drive closure of activities like knowledge assessments, competency assessments, coaching forms, and e- learning modules.

- Maintain all training records for the assigned region.

- Create knowledge banks for the field force.

b) Program content creation

- Develop content using various principles of content creation (4- MAT, ADDIE etc.).

- Develop new training modules as per the local needs.

- Update the developed content

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 sales managers (First- and Second- line sales managers) and National Head

- Partner with HR for driving regional Field related HR initiatives

- Strategic partner to business in driving accelerated productivity.

- Strategic input to marketing through market intelligence gathering.

- Collaborate with marketing to come out with sharp skill- based customer centric communication.

e) Building field force capabilities

- Drive new- recruit productivity

- Partner with local ABMs and BMs to drive productivity.

- Undertake Induction programs for new recruits and managers.

- Conduct regular need- based knowledge and skill workshops in the region.

- Undertake certification programs for representatives as per schedule and requirements.

- Undertake need based on- the- job coaching / training for representatives and managers.

- Support roll- out technical gadgets training like iPad, e- detailers etc. and other digital training initiatives of the organization.

- Collaborate with sales and marketing during CSMs to practice communication of the cycle and situation handling.

- Take initiatives to master excel, power- point, LMS platform, cloud- based applications and mobile apps those are applicable in training.

f) Self- Capability Building and technology usage

- Take initiative to build self- capability on training delivery skills and content creation.

- Undertake projects with National 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.

g) Financial management

- Look for opportunities to optimize costs without compromising efficiency.

- Keep cost under control at regional level as per directive.

JOB SPECIFICATIONS :

Education and Experience :

- Fluency in English communication

- Graduate in Science from a Recognized University

- Overall 3- 5 years of as a First Line Manager (FLM) and At least 2 or more years as a Training Manager

- ISTD or related course /MBA in HR is desirable.

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