DVP Sales Training

This role is responsible for designing, driving, and institutionalizing a high impact sales capability ecosystem across channels in. The role partners closely with CHRO, CDOs, and Channel Training Heads to co-create strategy, strengthen execution, and improve frontline productivity, certification, and activation outcomes.

The incumbent will lead enterprise-wide sales learning interventions, rookie management frameworks, analytics-driven governance, and go-to-market readiness to support sustainable business growth.

1. Sales Training Strategy & Governance

• Co-create the enterprise Sales Training Strategy in partnership with the CHRO.
• Align training priorities with organizational growth, productivity, and channel-specific business objectives.
• Establish governance frameworks to ensure standardization, scalability, and compliance across training programs.
• Build strong working relationships with Chief Distribution Officers (CDOs) and Channel Training Heads.

2. Channel & Stakeholder Alignment

• Engage regularly with CDOs and Channel Training Heads to understand capability gaps and evolving requirements.
• Translate business priorities into structured learning journeys and interventions.
• Ensure consistent deployment of training initiatives across all distribution channels.

3. Execution of Core Sales Training Agenda : increased coverage, certification, black cats , productivity interventions

• Drive enterprise-wide execution of key sales training initiatives, including:
  • Coverage expansion
  • Mandatory and advanced certifications
  • Black Cat programs
  • Productivity and performance interventions
  • Capability upskilling for new and existing advisors
• Monitor implementation quality and effectiveness at regional and branch levels.

4. Go-To-Market (GTM) Enablement

• Lead the Sales Training component of product and solution launches.
• Partner with Sales Training Heads to design and execute GTM enablement plans.
• Ensure timely readiness of frontline teams through product, process, and sales skill training.
• Institutionalize launch readiness scorecards and deployment metrics.

5. Rookie Management Framework – Design, Execution & Governance

• Design and own an enterprise Rookie Management Framework covering 0–3 months and 3–6 months tenure.
• Define structured, stage-wise rookie journeys: Pre-joining, Onboarding, Early activation, Stabilization
• Establish clear ownership between Training and Business for rookie performance outcomes.
• Govern early tenure interventions to improve activation, productivity, and retention.
• Drive monthly rookie performance reviews with business leaders using outcome-based dashboards.
• Implement corrective and enhancement actions based on insights.

6. Analytics, MIS & Performance Management

• Act as the custodian of all Sales Training MIS, dashboards, and analytics.
• Develop comprehensive reporting mechanisms covering: Training coverage, Certification status, Activation and productivity, Learning effectiveness and Rookie outcomes
• Leverage analytics to identify trends, risks, and improvement opportunities.
• Recommend periodic changes in training frameworks based on data insights.

7. Content & Capability Development

• Oversee the design, development, and deployment of high-quality learning content.
• Ensure relevance, consistency, and regulatory alignment of training materials.
• Promote blended learning models including classroom, digital, and on-the-job learning.
• Drive continuous improvement of curriculum and learning assets.

8. Team Leadership & Capability Building

• Lead and develop a high-performing team.
• Provide direction, coaching, and performance management to direct reports.
• Build internal capability in learning analytics, instructional design, and deployment excellence.

§ Balancing standardization of training frameworks with diverse channel requirements.

§ Driving consistent execution across geographically dispersed sales teams.

§ Improving early tenure productivity while managing high-volume onboarding.

§ Translating learning interventions into measurable business outcomes.

§ Managing rapid product and regulatory changes requiring frequent training updates.

§ Ensuring high certification and compliance adherence at scale.

§ Embedding analytics-driven decision-making in training governance.

Following decisions are taken by the role:

§ Prioritization of training investments across channels and initiatives.

§ Design and modification of rookie management and activation frameworks.

§ Selection of learning methodologies, platforms, and delivery models.

§ Go/no-go decisions on GTM readiness from a training perspective.

§ Intervention strategies for low-performing cohorts or regions.

§ Resource allocation across content, analytics, and deployment functions.

§ Framework changes based on performance and business analytics.

Roles you need to interact with inside the organization to enable success in your day-to-day work        

§   Chief Human Resources Officer

§   Chief Distribution Officers (All Channels)

§   Channel Training Heads

§   Sales Leadership Teams

§   Product, Marketing, and Operations Teams

§   Technology and Digital Learning Teams

Roles   you need to interact with outside the organization to enable success in your day-to-day work    

§   Training & Content Vendors

§   Digital Learning Platform Providers

§   Certification Bodies

§   Industry Associations

§   Consulting Firms

§   External Coaches / Faculty

§ Annual Training Budget: New role as of now, hence as applicable

§ Cost Optimization and ROI Management

§ Impact on Revenue Productivity through Capability Uplift

§ Total Team Size: 3

§ Number of Direct Reports: 2

§ Number of Indirect Reports: 0

§ Number of Outsourced employees: NA

a)     Qualifications

Education

• MBA / Postgraduate degree in HR, Management, Sales, or related field.

b)        Work Experience

·        12+ years of experience in Sales Training, L&D, Sales Capability, or Distribution Enablement in BFSI/Life Insurance.

·        Proven experience in managing large-scale sales learning ecosystems.

·        Strong exposure to analytics-driven performance management.

·        Experience in multi-channel distribution environments preferred.