Trainer

Job Overview
FieldDetailsJob TitleManager / Senior Manager B2B Sales & Process TrainingDepartmentHuman Resources / Learning & DevelopmentLocationMumbai, Maharashtra (Head Office)Experience6 9 Years (BFSI, Capital Markets, Insurance, or Financial Consulting)Employment TypeFull-Time, PermanentTravel RequirementPAN India (approx. 25% 30% based on business cycles)Reports ToA.V.P Learning & DevelopmentPosition Summary
We are seeking a seasoned, high-impact B2B Sales & Process Trainer to execute training initiatives across our institutional and corporate verticals: Institutional Equities, Corporate Insurance, Private Client Group (PCG) / Wealth, Merchant Banking, and Financial Advisory/Consultancy.

The role holder will bridge the gap between high-level financial product knowledge and consultative enterprise sales execution, ensuring relationship managers, dealers, and corporate coverage teams ramp up rapidly, follow rigorous risk and operational processes, and achieve revenue goals.

Key Responsibilities
Instructional Design & Content Architecture

• Design, build, and maintain multi-tier curriculum for B2B relationship management, consultative pitching, RFP preparation, deal structuring, and objection handling tailored to CXOs and corporate treasuries.
• Convert complex institutional products (e.g., IPO/QIP workflows, block deals, commercial lines of credit/liability insurance, structured debt) into digestible, scenario-based learning modules.
• Partner with Subject Matter Experts (SMEs), Desk Heads, and Compliance to update training content reflecting real-time SEBI, IRDAI, and RBI regulatory guidelines.

Training Delivery, Facilitation & Enablement

• Deliver high-impact classroom workshops, virtual instructor-led training (VILT), bootcamps, and on-desk coaching for new hires and lateral sales teams.
• Conduct process-oriented operational training across order execution flows, CRM hygiene, compliance reporting, credit checks, and documentation workflows across all five verticals.
• Travel across regional hubs (PAN India) to deliver targeted regional interventions, client meeting simulations, and mock pitch clinics.
• Implement structured 30-60-90 day onboarding pathways for corporate relationship managers to accelerate time-to-first-deal.

L&D Governance & Measurement

• Apply the Kirkpatrick Model (Levels 14) to evaluate training efficacy: measuring participant engagement, knowledge retention, behavioral application, and pipeline conversion metrics.
• Track leading and lagging business KPIs (e.g., lead velocity, average ticket size, cross-sell penetration across Corporate Insurance and Merchant Banking).
• Maintain training management dashboards, attendance records, and compliance certification trackers for internal and external audits.

Candidate Profile & Qualifications
Education & Experience

• Education: Bachelors degree in Finance, Commerce, Economics, or Business Administration; an MBA in Finance/Marketing or equivalent post-graduate qualification is strongly preferred.

• Experience: 6 9 years of overall L&D experience, with a core minimum of 4+ years dedicated to training sales and deal teams within BFSI, Institutional Brokerage, Corporate/General Insurance, Investment Banking, or Financial Advisory.
• Proven track record of handling high-stakes B2B/institutional sales enablement rather than mass retail/DSA agency models alone.

Core Technical & Domain Competencies

• Training Domain Mastery: Comprehensive command of adult learning theory (Andragogy), Training Needs Identification (TNI/TNA), Blooms Taxonomy, ADDIE model, and instructional design principles.
• Capital Markets & Corporate Advisory: Solid working knowledge of institutional cash/derivatives execution, equity research positioning, merchant banking syndication, and PCG asset allocation.
• Corporate Insurance Understanding: Working knowledge of non-life corporate solutions (Group Mediclaim, Directors & Officers Liability, Marine/Property Insurance, Cyber Risk).
• Process & Tool Proficiency: Hands-on expertise with enterprise CRMs (Salesforce, LeadSquared, etc.), Learning Management Systems (LMS), and interactive authoring tools (Canva, Articulate 360, or MS PowerPoint advanced suite).

Soft Skills & Attributes

• Outstanding executive presentation, articulation, and facilitation skills; comfortable engaging seasoned traders and senior business heads.
• High commercial acumen with a strong ability to link learning outcomes directly to balance sheet performance.
• Flexibility and physical readiness to undertake regular domestic travel.