Job Description
Job Title - Training Strategist
Department - Sales Training
Reporting To - Head of Training
Role Purpose
The Training Strategist plays a critical role in designing, strengthening, and scaling sales capability across the organization. The role is responsible for identifying capability gaps, building structured learning journeys, driving training effectiveness, and partnering with business leaders to improve field performance outcomes.
This role goes beyond conducting training sessions — it focuses on creating a long-term capability ecosystem that improves productivity, customer experience, and sales excellence.
Key Responsibilities
1. Training Strategy & Capability Building
- Design and implement capability-building frameworks aligned to business goals.
- Create role-based learning journeys for sales teams, frontline managers, and leaders.
- Identify capability gaps through performance data, audits, feedback, and business reviews.
- Build annual and quarterly training roadmaps aligned with organizational priorities.
2. Program Architecture & Learning Requirements
- Define learning requirements and capability briefs for each program, which the Instructional Designer translates into content
- Determine the right learning modality mix (classroom, virtual, on-the-job, digital) at a program level
- Set quality standards and approval criteria for training content
3. Stakeholder Management
- Partner with Sales, HR, Operations, and Business Leaders to understand evolving capability needs.
- Brief the Instructional Designer with precise capability gap analyses and learning requirements to ensure content development is business-driven
- Act as a strategic advisor to regional and functional stakeholders on training effectiveness.
- Collaborate with subject matter experts to create relevant and practical learning solutions.
4. Training Effectiveness & Analytics
- Track training impact through productivity metrics, conversion metrics, certification scores, and behavioral observations.
- Publish periodic capability dashboards and insights for leadership teams.
- Continuously optimize training programs based on feedback and performance outcomes.
5. Facilitation & Coaching
- Facilitate strategic workshops and leadership interventions when required.
- Coach frontline managers and trainers on effective field coaching practices.
- Build a culture of continuous learning and self-development across teams.
6. Process Excellence & Innovation
- Drive innovation in learning methodologies and training delivery.
- Leverage LMS platforms, AI tools, simulations, gamification, and digital learning formats.
- Ensure governance, consistency, and scalability of all training initiatives.
Key Deliverables
- Annual capability development roadmap
- Role-based learning architecture (role × program × stage)
- Training Needs Analysis (TNA) reports and capability gap assessments
- Sales training program strategy and structure
- Business impact and capability dashboards for leadership
- Governance framework for training design and review
- Stakeholder partnership plans and review cadences
- ROI and effectiveness reports on key programs
Skills & Competencies
Functional Skills
- Sales training and facilitation
- Instructional design
- Capability development
- Performance consulting
- Stakeholder management
- Coaching and mentoring
- Data analysis and reporting
Behavioral Competencies
- Strategic thinking
- Strong communication and influence
- Problem-solving mindset
- Ownership and execution focus
- Collaboration and relationship building
- Adaptability and innovation orientation
Preferred Qualifications
- Bachelor's degree in Business, Management, HR, or related field
- MBA preferred
- Certifications in training, coaching, or instructional design are an advantage
Experience
- 8 –10 years of experience in Sales Training, Capability Development, Learning & Development, or Sales Enablement
- Experience in managing large-scale frontline sales capability programs preferred
- Exposure to high-growth or distributed sales organizations is desirable
Success Metrics
- Improvement in sales productivity metrics
- Speed to productivity for new hires
- Certification completion and quality scores
- Stakeholder satisfaction with L&D
- Behavioral adoption in the field
- Reduction in performance gaps across teams
- Training program ROI
Ideal Candidate Profile
A strong Training Strategist combines business understanding with learning expertise. The ideal candidate is someone who can connect capability-building initiatives directly with business impact, influence stakeholders across levels, and create scalable learning ecosystems that drive measurable performance improvement.
