ZONAL TRAINING MANAGER - BANCA

 

Business/Function& Location:

Sales / Sales Training 

Role Purpose

To address all Sales Training needs of all the channels in the South & West zones. To recruit, train, certify and manage a team of Sr. Area Training Managers/ ATMs. The job involves conducting a detailed Training Need Analysis taking into account all mandatory training & needs/objectives of the channel. Develop/Support development/validate training content/modules to address specific training needs. To maintain all Training Records as required by the regulators and internal process. To ensure clean audit on all training process. To support the Head Sales Training in creating an Annual Training Budget and ensure adherence through diligent cost control. To Facilitate development and career progression of the mapped trainers. To develop & deliver through the team special Training modules/ projects on a Pan India basis for assigned Projects and CHOICe Sales team. To review / ensure positive Sales Quality scores of mapped zones. To conduct monthly physical hub checks by self and / or trainers and report non compliance (if any), on regulatory and process adherence.

Principal Accountabilities

• Optimize the training cost
• Trainer Productivity and Project Management
• Meet Staff related metrics
• Generate positive impact on business
• Optimize training batch sizes
• Ensure all costs and capital expenditure are within budgets
  1. Achieve 10 Training Man-days per month including Training Delivery & Field Training Support activities.
  2. Leverage 15 Training Man-days per month including Training Delivery & Field Training Support activities from the S/ATMs in the Team.
  3. Ensure coverage/certification of minimum 70% of the SO/SMs & 70% LBS for new product training programs within the specified timelines with minimum 80% score.
  4. Ensure all S/ATMs in the Team are trained and certified on all the Training Modules to be delivered by them.
  5. Ensure at least 60% of the adopted SO/SMs achieve >70% target vs achievement.
  6. Enhance SPs average productivity through focused knowledge and skill training initiatives in respective zones.
  7. Achieve business objectives for defined zones for all distribution channels, partner banks, Direct Sales Team, etc.

Customers / Stakeholders

• Training Project Management – assigned partner banks & CHOICe
• Training & Certification
• Deliver Target number of Training Activities
• Positive Training Feedback
  1. To formulate and implement the training strategy for assigned partner banks, with customized training solutions/modules, training plans, training calendars, programs and assessments.
  2. Working closely with other functions (like Business Development, Products, Service Delivery, etc) to build synergies and enhance training effectiveness.
  3. Ensure 100% adherence of targeted ILD (instructor Lead Delivery) Training Modules nominated/scheduled including end to end management (Organize/schedule/deliver/conduct/Report) within specified timelines from the SATMs & ATMs.
  4. Ensure the SATMs & ATMs achieve FTS (Field Training Support) activities based on defined benchmarks with targeted new/underperforming/identified RMs/SPs.
  5. Ensure Training Feedback score of > or = 4.

Leadership & Teamwork

• Demonstrate Leadership
• Training Certifications for meeting the organizational L&D objectives
• Focused team coaching and development for ATMs and SATMs
• Successfully complete all mandatory training modules on LMS and assigned TTT workshops for self and team members.
• Continue to cascade values & vision through various communication forums across the organization to ensure culture alignment jointly with HR.
• Facilitate team coaching as per identified needs based on defined competencies to ensure trainers are able to contribute positively. The measures of success would be as per KPIs agreed with stakeholders.

Operational Effectiveness & Control

• Timely Reporting
• Adhering to Training Processes
• No Audit Gaps
• Field BRCM responsibility discharged for proactive enhancement in sales quality and controls
• Adherence to the process with regards to Pre-Certification training for all new nominated SPs
• Ensure 100% clearance of any Audit flagged actions and obtain Satisfactory Rating
• Release of Training Calendar & MAP by the last day of the month for the next month.
• Ensure filing of weekly MIS on specified format every Wednesday.
• Share weekly & monthly Training highlights for the Region with the concerned ASMs / RSMs & ZSMs.
• Maintain all Training Related Records/Reports in specified formats & Update TMS within 48 hours of training completion.
• Conduct a monthly review of the performance of the S/ATMs in the Zones.
• Ensure quarterly review of the hubs mapped as per defined checklist and Sales Quality parameters agreed in BRCM meet and Sales Governance calls.

Major Challenges

• Managing expectations of diverse channel partners
• Managing the geographical spread with extensive travelling
• Managing Costs

Role Context

ZTMs have to interact with the SMTs of the partner banks and identify training needs. They carry out their accountabilities based on the Field Requirements, Mandatory Training & certification requirements & Training need analysis. They would closely work with all the stakeholders e.g. Zonal Sales Managers, Regional Sales Managers, ASMs, BD Heads, etc. to positively impact performance across partner banks and direct sales teams. They would be responsible for positively impacting the business performance in defined zones, through focused training and development initiatives.

Management & Leadership of Regulatory, Compliance & Operational Risk

Report any operational risk or operational risk loss to the line manager immediately (who is required to timely report to Operational Risk Coordinator) if the jobholder becomes aware of emerging or inadequately controlled operational risk or identify an operational risk loss in accordance with section B.1.2 of the Group Operations FIM.

Observation of Internal Controls

To timely report any emerging or inadequately controlled risks and operational risk losses to their line management and the Risk management function.

Headcount reporting to this role

Direct: 6 to 12

Indirect:

Total: 6 to 12