Job Description
JOB PURPOSE:
- Analyze the training & development needs across different levels of the sales force in Consumer Health and design appropriate T&D Interventions including training & refresher programs to help improve their core skills
- Responsible for delivering classroom, Virtual and on\u2010job\u2010training as planned
- To build a sales capability (sales representatives and managers) of the field force in the consumer / trade business
- Give trade market insights to marketing teams on strategy implementation, impact of strategies and customer responses
- Provide thought leadership in design and development and provide coaching and consultation to internal partners, and/or outside vendors or contractors on learning design projects
- Serve as an Internal Facilitator for Managerial Induction as well as general, soft skills and leadership development
- Work with function heads (Sales, Marketing, SFE, Training) and other support teams to identify learning objectives
KEY RESPONSIBILITIES AND ACCOUNTABILITIES:
Training need identification and Admin
- Identify people developmental needs of through various methodologies.
- Plan to undertake training programs in accordance of these needs.
- Drive closure of activities like Onboarding programs, knowledge assessments, competency assessments, coaching tools, and e\u2010learning modules.
- Maintain all training records for the consumer business.
- Create training processes for each levels of the consumer the field force starting from On-boarding of the employee.
- Support roll-out of SFA (Sales Force Automation) tools
Program content creation
- Develop content as assigned by Head- Sales Training & Development.
- Develop training modules as per the local and national needs by self and partner with external experts wherever required.
- Build self\u2010capabilities on content development using various principles of content creation and instructional design (4\u2010MAT, ADDIE etc.).
- Update the developed content as per changed business requirements.
- Design content structures for blended solutions, e-learning courseware, virtual sessions, instructor-led classroom, video, and learning support tools
c)Program impact assessment
- Ensure execution of program learning as planned
- Review outcome of the training interventions by applying various training evaluation models (e.g. Kirk Patrick)
- Gather data for impact assessment.
- Analyze data from these studies to understand the impact of the current programs and areas of improvement.
d)Stake holder engagement
- Coordinate and liaise with local line sales managers, National Sales Head, BUD, Head Marketing, Brand Managers, National Training Managers and Head \u2013 Sales Training & Development
- Partner with BHR for driving Field related BHR initiatives pertaining to capability development.
- Strategic partner to business in driving accelerated productivity.
- Strategic input to marketing through market intelligence gathering.
- Collaborate with marketing for customer centric communication and initiatives.
e)Building field force capabilities
- Partner with line managers to drive productivity.
- Facilitate and build process for on-boarding of new employees in co-ordination with Business and BHR
- Build process in training to upskill field force in trade/consumer specific skills (E.g. Merchandizing, Channel management, Retailer Order booking, Customer Discussion & Handling techniques, Negotiation, Customer Engagement, etc.)
- Conduct regular need\u2010based knowledge and skill workshops
- Undertake certification programs for consumer business
- Undertake need based on\u2010the\u2010job coaching / training for managers
- Support roll\u2010out technical gadgets training like iPad, e\u2010detailers etc. and other digital training initiatives of the organization.
Self\u2010Capability Building and technology usage
- Take initiative to build self\u2010capability on training delivery skills and content creation.
- Undertake projects with Training Head to develop self\u2010skill & knowledge up gradation.
- Liaise with team & industry colleagues to understand and implement the best practices.
- Understand all technology\u2010based platforms functionality and use at a best level as a blended learning approach in the region.
- Take initiatives to master excel, power\u2010point, LMS platform, cloud\u2010based applications and mobile apps those are applicable in training.
Financial management
- Look for opportunities to optimize costs without compromising efficiency.
- Keep cost under control as per directive.
- Manage budgets, metrics, targets and measures.
KEY COMPETENCIES REQUIREMENTS:
Behavioral:
- Agility and Innovation
- Integrity
- Empathy
- Assertiveness
- Commitment to training with high learning & grasping ability
- Drive for Results
Functional/ Technical:
Content Development \u2010 Instructional design (4 MAT / ADDIE/ Any Other), content structure, content appropriateness with the medium of instruction (F2F/ Digital/ Web based), content materials, and collaterals
Facilitation Skills \u2010 Uses group dynamics to help participants to learn in a comfortable environment, while ensuring the learning objectives are achieved.
Training Delivery and Instructor competencies \u2010 Interesting, impactful and clarity in presentation, use of voice, gestures, eye contact and overall presence. Demonstration of Professionalism and evaluation of performance.
Planning, Organizing and Process Orientation \u2013 Has Knowledge of preparations for training delivery. Has a conscious structured approach to diagnosing educational problems/issues and working with the learner to develop a clear and appropriate educational plan. Plans & executes work keeping in mind performance objectives
Product and Process Focus \u2010 Knowledge of all brands, merchandizing techniques, visibility enhancement techniques and overall channel management pertaining to consumer business. Understands trends, competition and promotional strategies. Ability to focus training for upskilling the field force on handling objections, customer concerns, negotiations and influencing conversations.
Technological Knowhow \u2010 Appropriate use of administrative systems, effective record keeping and information technology, for the benefit of the learner and the Organization.
Ability to work on LMS, Mobile learning platforms and Virtual learning methods like Chat bots, WebEx, and Video based tools. Has through knowledge of MS Office Tools (Power Point, Excel and MS Forms)
Working with Colleagues and in Teams \u2010 Work effectively with the team members to deliver a multi\u2010 professional training environment for the learner.
Coaching Skills \u2010 Provide positive support, feedback and guidance to improve leaner's effectiveness & improve performance in the work setting. Manages progress & accountability
Communication Skills \u2010 Is accomplished at using a range of communication skills, including Questioning, Listening, Empathy, Confrontation and Challenge. Uses communication to develop effective and collaborative working relationship. Ability to speak from learner\u2019s point of view. Has a neutral accent in English.
Stakeholder Focus \u2010 Deliver value profitably. Provide Service excellence in all relevant areas. Developing & maintaining stakeholder relationships