Training Manager

Job Purpose

This role is responsible for identifying training needs across various sales channels, developing relevant content, and delivering training programs to ensure sales teams are well-equipped to engage with customers and intermediaries, and adhere to sales processes. The Training Manager will drive capability building and productivity in their assigned geography, which includes recruiting and activating channel partners.

Job Context & Major Challenges

The company aims to establish a new market space with an innovative concept. A key challenge is effectively communicating the difference in approach to the sales team, fostering a shift from price-based selling to feature and benefit-based selling. In a new and expanding environment, the increased number of employees and acquired relationships necessitates a higher volume of training for both employees and partners. Motivating channel partners to conduct business with the company and managing an agent-based distribution network nationwide are also significant challenges.

The role involves developing and executing long-term and short-term strategic plans to enhance market share and profitability in alignment with the company's business objectives.

Key Challenges for the Role

• Business Challenges: Market dynamics are significantly influenced by the strategies of competitors in sourcing business. While some providers focus on risk business, others employ aggressive tactics, impacting market performance.
• Soft Insurance Market: In a soft insurance market, offering solutions to price-sensitive clients can be risky, potentially leading to hard negotiations that erode profitability. It is crucial to design and customize appropriate solutions for specific client needs.
• Lack of Historical Data: Data-driven analytics is challenging for new players lacking historical data. Opportunity identification initially relies on feedback from partners, clients, and experience, as decisions may not always be supported by data.
• Interdepartmental Challenges: Structuring and offering deals requires collaboration with various departments such as operations, claims, and actuarial to determine the best possible offerings.

Key Result Areas

KRA1: Partner with all distribution channels to determine training needs with the objective to ensure creation of effective training content.

• Interact closely with senior sales leaders, Regional Training Managers, and Zonal teams to identify field training requirements.
• Conduct Training Need Analysis (TNA) for various target groups.