Field Sales Trainer

Job Title

Beat Trainer DTC (Walk-in & Walk-out Sales Productivity)

Payroll:Mercury Solutions

Client:Airtel

Function

Training & Capability Development Direct to Customer (DTC)

Role Overview

The Beat Trainer will be responsible for driving sales productivity and performance

improvement across assigned Airtel DTC stores by training, coaching, and mentoring both

Walk-in (CRO Customer Relationship Officer) and Walk-out (Outbound Sales

Executives) fleet.

The primary objective of the role is to enable bucket movement of stores and resources

from low-performing zones to performing zones through structured training interventions,

on-job coaching, and process adherence.

Each Beat Trainer will manage 30 Airtel stores (local + outstation) and will be required to

travel extensively to deliver in-store and field-based coaching.

Key Responsibilities

1. Training Delivery Walk-in & Walk-out Fleet

Conduct process, product,service and productivity-oriented training for:

o Walk-in fleet (CROs): Sales & service handling of customers visiting Airtel

stores

o Walk-out fleet: Outbound sales team responsible for appointment fixing,

customer visits, and sales fulfillment

Deliver in-store/field coaching sessions to ensure concept-to-execution translation

Drive DTC process adherence across sales, service, documentation, and fulfillment

stages

2. Productivity & Performance Improvement

Performance uplift of assigned stores and sales resources

Identify low-performing stores/resources and design focused coaching plans

Enable bucket movement from low-performing to performing zones through:

o Skill gap analysis

o Targeted coaching

o Role-plays, live demos, and joint customer calls

Track pre- and post-training performance metrics to measure impact

3. On-Job Coaching & Field Enablement

Conduct regular store visits and field rides with walk-out sales teams

Coach resources on:

o Customer approach & pitch

o Objection handling

o Appointment conversion

o Closing & fulfillment discipline

Ensure best practices are implemented consistently across all assigned stores

4. Stakeholder Collaboration

Work closely with Store Managers, Cluster Heads, Sales Managers, and Client

Training Teams

Share insights on training gaps, market challenges, and performance blockers

Support business teams during new launches, schemes, and process changes

Key Performance Indicators (KPIs)

Bucket movement of stores/resources from low-performing to performing category

Improvement in:

o Sales productivity per resource

o Conversion ratios (walk-in & walk-out)

o Target achievement of trained resources

Training coverage and coaching effectiveness

Process compliance across assigned stores

Travel Requirement

Outstation travel of 1015 days per month

Coverage of both local and outstation stores within the assigned beat

Trainer's Onboarding & Certification Journey

Phase 1: Bootcamp Training (15 Days)

Blended learning approach:

o Virtual classroom sessions

o Store visits and practical exposure

Coverage of:

o Airtel products & offerings

o DTC sales & service processes

o Walk-in & walk-out sales models

o Training methodologies & coaching skills

Phase 2: TTT Certification (Client Led Mandatory)

Train-the-Trainer (TTT) certification by client

Mandatory clearance (Maximum 2 attempts allowed)

Certification clearance is required to proceed further in the role

Phase 3: On-the-Job Training (OJT 15 Days)

Trainer will carry individual sales targets

Hands-on exposure to:

o End-to-end sales cycle

o Customer interactions

o Field challenges and objections

Objective: Build practical understanding of real-time sales dynamics

Phase 4: Store Alignment

Upon successful completion of OJT, the Trainer will be assigned 30 stores

Full ownership of training, coaching, and productivity improvement for the assigned

beat

Desired Skills & Competencies

Min 4 years of experience in Training + Sales

Strong understanding of telecom/DTC sales processes

Proven ability to coach sales teams and drive performance

Excellent communication and presentation skills

Data-driven mindset with ability to analyze performance trends

High adaptability and comfort with extensive travel

Stakeholder management and influencing skills

Preferred Background

Experience in telecom, retail, FMCG, or OEM sales training

Prior exposure to:

o In-store sales coaching

o Field sales enablement

o Productivity improvement initiative