Sr. Manager/ Manager Learning & Development

Designation: Sr. Manager/ Manager Learning & Development

Target Audience: Field Sales Executives, Sales Officers (SO), Area Sales Managers (ASM), Regional Sales Managers (RSM)

JOB PURPOSE & OVERVIEW-

The Training Manager is responsible for end-to-end learning and development operations across General Trade (GT), and Modern Trade (MT). The role encompasses training need assessment, curriculum design, program implementation, and performance evaluation to enhance field force capabilities, drive execution excellence, and boost overall sales productivity.

JOB DESCRIPTION OVERVIEW-

• As the Training Manager, you will spearhead end-to-end learning and development operations across General and Modern Trade channels. You will lead the design, implementation, and evaluation of strategic training programs aimed at elevating field sales performance. Your role is pivotal in building organizational capability by identifying core skill gaps, delivering impactful coaching, and fostering a culture of continuous improvement. By partnering with sales leadership to align learning with key business priorities, you will drive execution excellence, enhance sales productivity, and deliver measurable growth in territory revenue and distribution efficiency.

EDUCATION & EXPERIENCE REQUIREMENTS-

• Educational Qualification: Post Graduate Degree / Master of Business Administration (MBA) in HR, Marketing, or Business Management.
• Total Experience: Overall 8 to 10 years of sales and training experience in the FMCG sector.
• Sales Leadership Experience: Minimum 4 years of hands-on experience as a First Line Manager (e.g., Area Sales Manager) in FMCG sales.
• Training Experience: Minimum 5 years of dedicated experience as a Training Manager / L&D Manager within the FMCG or Consumer Goods industry.
• Certifications: Professional certifications in Instructional Design, Executive Coaching, or Facilitation (e.g., ICF, ATD, Train-the-Trainer) are highly desirable.
• Language Skills: High fluency in written and spoken English with a neutral accent; proficiency in regional languages is a major advantage for ground-level field coaching.

3. KEY RESPONSIBILITIES & ACCOUNTABILITIES-

a) Training Need Identification (TNI)

• Partner with Sales Leadership, Trade Marketing, HR, and Category Managers to identify core skill gaps across various trade channels.
• Analyze sales metrics (e.g., Effective Calls, Line Sold, Range Selling, Must-Sell SKU penetration) to pinpoint specific capability requirements.

b) Training Planning & Calendar Management

• Formulate annual, quarterly, and monthly training calendars aligned with regional business goals and product launch schedules.
• Coordinate all pre-training, during-training, and post-training logistics, ensuring maximum attendance and minimal disruption to sales beats.

c) Program Execution & Field Coaching

• Deliver impactful onboarding programs for new joiners, centralized Sales Officer induction bootcamps, and channel-specific certification courses.
• Conduct regular On-the-Job Coaching (OJT) and market rides with Field Sales Executives and ASMs to provide real-time feedback on selling techniques, merchandising, and objection handling.
• Participate in monthly/quarterly sales cycle reviews and conduct need-based workshop modules on identified market challenges.

d) Content Creation & Instructional Design

• Design and update customized training content covering key FMCG topics: Objections Handling, Range Selling, Beat Planning, Distributor Management, and Visual Merchandising.
• Develop micro-learning modules, video tutorials, e-learning content, and assessment papers for mobile learning platforms.

e) Impact Assessment & Analytics

• Evaluate training interventions using established frameworks (e.g., Kirkpatrick Model) to track knowledge retention and behavioral adoption.
• Correlate training participation with business KPIs such as ECO (Effective Calls Outlet), average order value, and territory revenue growth.