Content Development Lead (L & D)

Content Development Lead

Role Purpose:

The Content Development Lead, Sales Academy is responsible for designing and delivering high-impact sales capability content that drives revenue growth, field productivity, and market expansion. The role ensures all learning content is practical, customer-centric, digitally enabled, and tightly aligned to sales performance metrics.

Key Responsibilities:

• Sales Capability Content Strategy
  • Own the end-to-end content strategy for the Sales Academy across frontline, mid-management, and leadership sales roles.
  • Translate sales strategy, GTM priorities, and capability gaps into structured learning journeys.
  • Align content with route to market models, channel strategy, and category priorities.
• Sales Content Design & Development
  • Lead development of role-based sales content, including:
  • Selling skills and customer management
  • Category and product mastery
  • Negotiation, revenue management, and pricing discipline
  • Financial acumen for sales (P&L, margins, trade spends)
  • AI-enabled selling, field excellence, and analytics
  • Ensure content is application-led, with simulations, case studies, field assignments, and playbooks.
• Digital & Blended Learning Enablement
  • Design blended learning models combining classroom, LMS, mobile learning, and on-the-job application.
  • Leverage AI and digital tools to personalize learning journeys and reinforce learning in the field.
  • Drive microlearning and just-in-time content for frontline sales teams.
• Field Excellence & Coaching Content
  • Build content that enables manager-as-coach capability.
  • Develop structured coaching frameworks, observation tools, and field practice guides.
  • Embed learning into daily sales routines and cadence.
• Stakeholder & SME Collaboration
  • Partner with Sales Leadership, Marketing, Finance, and HR to co-create relevant content.
  • Work closely with high-performing sales leaders and field experts to codify best practices.
  • Manage external partners and institutions for specialized sales capability content.
• Measurement, Certification & Impact
  • Design certification pathways linked to role readiness and career progression.
  • Integrate learning outcomes with PMS and sales KPIs.
  • Track effectiveness through behavior change, productivity metrics, and revenue impact.

Key Deliverables

• Role-based sales curricula and learning pathways
• Digital sales content and field-ready toolkits
• Certification frameworks for sales roles
• Coaching and field-excellence playbooks
• Continuous content refresh roadmap

Skills & Competencies

• Deep understanding of sales capability building and adult learning
• Strong business acumen with ability to connect learning to revenue outcomes
• Expertise in digital learning, LMS/LXP, and AI-enabled content
• Excellent stakeholder management and storytelling skills

Experience & Qualification

• 8–12 years of experience in Sales L&D, Sales Excellence, or Capability Building
• Desirable - strong exposure to FMCG sales models, GTM, and field operations
• Experience in scaling learning programs across large sales forces preferred

Success Measures

• Improvement in sales capability benchmarks
• Field adoption and learning completion rates
• Certification coverage across sales roles
• Measurable impact on sales productivity, margins, and growth