About the role
Key Roles &Responsibilities Role Purpose This role will lead the capability agenda for the SME (Small & Medium Enterprises) Sales function. The individual will work closely with Sales leaders to identify capability gaps, design and implement learning solutions, and measure their impact on business performance. Acting as a strategic partner to the business, this role will own the end-to-end capability lifecycle—from identifying learning needs to evaluating business outcomes. Key Responsibilities 1.Capability Strategy & Needs Identification Conductcomprehensive skill gap analysisacross different SME Sales teams (such as Hunting, Farming, Solutions and Acquisition). Partner with Sales leaders toidentifythe capabilities andfuture-ready skillsrequiredto achieve business goals. Benchmark capability requirementsagainst industry best practices and competitors. 2.Design & Development of Learning Programs Translateidentifiedcapability needs intostructured learning strategiescovering product knowledge, sales skills, digitaltoolsand customer advisory skills. Design and curatefunction specific learning journeysfor new hires, frontline sales employees,managersand specialists. Evaluate,selectand implement learning content through internalsubject matter experts, externalpartnersand digital learning platforms. 3.Business Partnership Buildstrong partnerships with SME Sales leadersand develop a deep understanding of sales pipelines, business targets, marketdynamicsand key business challenges. Ensure learning programs are aligned with business KPIs such as sales conversion, win rate, productivity, employeeretentionand customer experience. Facilitate business reviewsand present capability insights that support business decision-making and strategy. 4.Program Implementation & Governance Plan and implement learning initiatives through classroom programs, virtual learning, digitalmodulesand on-the-job coaching. Drive adoptionof sales tools,playbooksand capability frameworks across the SME Sales function. Manage certification programs,assessmentsandproficiencytracking to ensure continuous capability development. 5.Measurement & Business Impact Develop dashboards tomonitorprogram effectiveness and continuously improve learning interventions. Define andmonitoreffectiveness measures, including learning effectiveness (Kirkpatrick Levels 1–4), productivity improvement and sales performance metrics. Demonstrate the Return on Investment(ROI) of learning initiativesthrough measurable business outcomes. Key Requirements – Education & Certificates MBA/Master'sdegree Key Requirements - Experience &Skills Experience 10+ years of experience preferably in insurance industry with exposure to SMEbusiness in general insurance Skills 1.Functional / L&D Competencies Strong capability inlearning needs assessment, curriculumdesignand learning path creation. Good understanding ofsales capability frameworks, consultativesellingand sales enablement. Ability to designbehavioural and skill-based assessmentsand measure learning effectiveness. 2.Business & Analytical Skills Strong understanding of sales/business models, sales cycles, customersegmentsand the key drivers of sales productivity, preferably within the SME insurance business. Ability toconnect learning initiatives with sales KPIsand business outcomes through data-driven insights. Strong analytical anddatastorytelling skills to influence business leaders. 3.Stakeholder Management & Execution Excellence Demonstrates strongcredibilityand partners effectively with leaders across levels to drive business?aligned learning solutions. Deliverscustomer?centricprogrammes with solid governance while iterating quickly and scaling solutions based on business feedback.