Business Training Manager

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Job Description

Business Training ManagerJob Title: Business Training Manager

Business: PCH Business within PPL

Department: Sales / Sales Capability

Reports To: Head – Sales Capability / Business Training

Location: Thane / Mumbai

Band: 2A

• Job Purpose
  
  

Drive sales capability and frontline productivity through structured training, induction, assessment and capability-building interventions across TSO, ASO, SS, SM, SO/ASE, promoters and other relevant stakeholders.

The role will translate business priorities into targeted learning interventions and track their impact on field capability, productivity, sales execution and employee retention.

• Key Stakeholders
  
  

Internal

• Sales Leadership – Zonal / Regional / Area
• Sales HR / HR Business Partners
• Sales Excellence / Sales Operations
• Business & Category Teams
• Total Rewards / Talent & Learning
• HR Analytics
  
  

External

• Training partners / facilitators
• Promoter agencies / third-party partners
• Learning and assessment partners
• Essential Qualification
• Graduate degree in any discipline; MBA / PGDM in HR, Sales, Marketing or L&D preferred.
• Relevant certification in Learning & Development / Sales Capability would be an advantage.
• Relevant Experience
• 6–10 years of experience in Sales Training, Sales Capability, Learning & Development or Field Force Development, preferably in FMCG, Pharma, Consumer Healthcare or similar businesses.
• Experience in managing frontline sales capability across multiple levels and geographies.
• Strong understanding of induction, assessments, field productivity and capability-building.
• Experience of linking learning interventions to business outcomes.
• Exposure to digital learning platforms, dashboards and learning analytics preferred.
• Key Roles & Responsibilities
• Sales Capability & Training Strategy
• Develop and execute the annual Business Training & Capability calendar aligned to business priorities.
• Identify capability gaps and design targeted interventions across frontline and managerial roles.
• Strengthen the Piramal Sales Academy / Sales Training Power Brand and monthly capability agenda.
• Induction & Certification
• Own the end-to-end training and certification journey for new frontline employees.
• Drive timely induction, assessments and field readiness.
• Partner with Sales Coaches, ABMs and business leaders to ensure effective on-the-job application.
• Field Capability & Productivity
• Drive improvement in Field Capability Score and frontline productivity through targeted interventions.
• Build capability across critical selling and execution areas including WS handling, product / category knowledge and field execution.
• Track impact through pre- and post-training assessments and business metrics.
• Promoter & Third-Party Capability
• Own the annual promoter training calendar across agency and third-party workforce.
• Drive interventions to improve promoter productivity, consistency and selling effectiveness.
• Business Process & Commercial Capability
• Drive training and adoption for new products, processes, systems and business initiatives such as DMS, Vajra and SM / non-chemist projects.
• Build frontline understanding of incentives, earning opportunities and performance-linked rewards.
• Ensure timely completion of relevant assessments and certification.
• Learning Analytics & Effectiveness
• Track training coverage, learning hours, assessment completion, scores and capability outcomes.
• Analyse the impact of learning interventions on productivity, sales achievement and retention.
• Provide periodic capability insights and recommendations to Sales and HR leadership.
• Stakeholder Management & Execution
• Partner with Sales and HR leaders to ensure high-quality execution of the training calendar.
• Manage external training partners and facilitators where required.
• Drive a culture of continuous learning and capability ownership within the Sales organisation.
• Key Performance Indicators
• 100% execution of annual training / capability calendar.
• ≥85% ideal induction for relevant frontline roles.
• ≥95% assessment completion within defined timelines.
• Improvement in Field Capability Score and defined productivity measures.
• 100% execution of promoter training calendar with defined productivity outcomes.
• Improvement in incentive awareness, assessment completion and earning metrics.
• Effective adoption of DMS, Vajra and other business capability initiatives.
• Training coverage, learning hours and outcomes reflected in the Talent Asset Scorecard.
• Contribution to improved new-joiner retention and reduction in infancy attrition.
• Demonstrable linkage between capability interventions and business outcomes.
• Key Competencies
  
  

Business & Learning

• Business & Commercial Acumen
• Capability Building
• Learning Agility
• Data & Analytical Orientation
  
  

Transformation & Execution

• Change Management
• Digital Learning & Technology
• Innovation in Learning
• Execution Excellence
  
  

Stakeholder & People

• Stakeholder Management
• Communication & Facilitation
• Collaboration
• Coaching & Development