Manager -Learning And Development

About The Role

The Manager

Sales Training & Capability Building will be responsible for designing, developing, and implementing learning initiatives to enhance the capability of the sales team across India. The role focuses on improving product knowledge, sales effectiveness, channel management skills, leadership capabilities, and overall sales productivity through structured training interventions.

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Key Responsibilities

Training Need Analysis (TNA)

Identify capability gaps across the sales organization through field visits, performance reviews, and stakeholder discussions.

Partner with Sales Heads, Regional Managers, and HR Business Partners to define annual learning priorities.

Develop competency frameworks for various sales roles.

Training Design & Delivery

Design and deliver classroom, virtual, and on-the-job training programs.

Develop structured induction programs for new sales employees.

Conduct product, sales process, negotiation, and customer engagement training.

Deliver behavioural and leadership development programs for frontline and middle management.

Capability Building

Develop learning journeys for Sales Executives, Area Sales Managers, Regional Sales Managers, and State Heads.

Build coaching capability among frontline sales managers.

Support succession planning through structured development initiatives.

Product & Sales Excellence

Partner with Product Management and Marketing teams to conduct product training.

Develop competitive product comparison modules.

Train employees on consultative selling, objection handling, cross-selling, and channel management.

Ensure sales teams remain updated on new product launches and market trends.

Learning Content Development

Create Engaging Learning Content, Including

• Training presentations o E-learning modules o Videos o Sales playbooks o Product manuals o Assessment questionnaires
  
  

Maintain a centralized repository of learning materials.

Field Coaching

Conduct regular market visits to observe sales representatives.

Provide coaching and feedback based on field observations.

Support managers in implementing coaching plans.

Learning Effectiveness

Measure training effectiveness using assessments, feedback, and business impact.

Track improvements in productivity, sales conversion, product knowledge, and employee performance.

Publish monthly training dashboards and reports.

Stakeholder Management

Work closely with Sales Leadership, Product Teams, Marketing, and HR.

Coordinate external trainers and learning partners when required.

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Qualifications

MBA in HR, Sales & Marketing, or Learning & Development

Certification in Training & Facilitation (preferred)

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Experience

812 years of experience in Sales Training, Learning & Development, or Capability Building.

Minimum 5 years in sales capability building within Electrical, FMEG, FMCG, Consumer Durables, Building Materials, Paints, Lubricants, Telecom, or similar industries.

Experience working with channel sales and distributor networks.

Experience in designing and delivering sales capability programs.

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