– Team Lead - Training & Capability

Position

Team Lead – Training & Capability

Business

Airtel Sales Capability Program

Reporting To

Manager – Training & Capability / Program Head

Location

Gurgaon

Role Summary The Team Lead – Training & Capability will lead the execution of Airtel's Sales Capability agenda by driving trainer productivity, enhancing frontline sales capability, and ensuring consistent execution of learning interventions across circles. The role serves as the primary interface between Airtel stakeholders and the internal training team, ensuring all capabilitybuilding initiatives translate into measurable improvements in sales productivity, customer experience, and operational excellence.

The ideal candidate will possess strong sales capability expertise, exceptional stakeholder management skills, and the ability to leverage data insights to identify performance gaps and implement high-impact learning solutions.

Key Responsibilities

Sales Capability & Business Performance

- Drive capability-building initiatives for Airtel's retail and field sales ecosystem across assigned circles.
- Improve frontline sales productivity through structured, KPI-driven training interventions.
- Conduct Training Needs Analysis (TNA) using sales dashboards, productivity metrics, mystery audits, and market feedback.
- Design and execute learning interventions to improve:

o Sales conversion o Broadband and mobility acquisitions o Value-added service attachment o ARPU enhancement o Product knowledge o Customer experience

- Track post-training impact and recommend corrective actions based on business performance.

Trainer Productivity & Team Leadership

- Lead and mentor the Sales Trainer and Beat Trainer network across assigned regions.
- Drive trainer productivity through defined KPIs, including:

o Store visit adherence (PJP)

o Training coverage o Coaching effectiveness o Certification completion o TMD completion o Business impact

- Conduct weekly performance reviews with trainers and Circle Training Managers.
- Coach underperforming trainers through structured development plans.
- Ensure trainers execute all central and circle-specific capability initiatives within agreed timelines.

Client Management

- Act as the primary point of contact for Airtel Circle Training Managers, Capability

Leads,



and business stakeholders.

- Build strong working relationships with client SPOCs to understand evolving business priorities.
- Lead regular business review meetings with Airtel stakeholders.
- Present training effectiveness reports, productivity dashboards, action plans, and business insights.
- Ensure seamless execution of national and circle-level capability campaigns.

Training Operations & Governance

- Manage end-to-end execution of training calendars across circles.
- Ensure timely deployment of induction, product launches, sales campaigns, refresher sessions, and certification programmes.
- Monitor governance across:

o PJP adherence o Store coverage o Attendance o EMOM closure o Reporting compliance o Learning documentation

- Ensure all trainer reports and governance trackers are submitted accurately and on time.
- Drive adherence to agreed service levels and quality standards.

Data Analytics & Business Insights

- Analyse business performance dashboards to identify sales trends and capability gaps.
- Convert business insights into targeted learning interventions.
- Track and report key programme metrics, including:

o Sales productivity o Training coverage o Certification scores o Trainer productivity o Store coaching effectiveness o Campaign execution o Learning effectiveness

- Develop weekly and monthly MIS reports with actionable recommendations for Airtel and internal leadership.

Continuous Improvement

- Identify best practices across circles and standardise successful capability initiatives.
- Drive innovation through digital learning, gamification, coaching frameworks, and performance dashboards.
- Recommend process improvements that enhance trainer efficiency and learner engagement.
- Support new capability programmes, pilot initiatives, and strategic business projects.

Key Performance Indicators (KPIs)

- Sales Trainer productivity
- Beat Trainer productivity
- PJP adherence




- Training coverage and completion
- Certification completion rates
- TMD achievement
- Store coaching effectiveness
- Sales KPI improvement post-training
- Campaign execution compliance
- EMOM closure within SLA
- Client satisfaction scores
- Quality and timeliness of MIS reporting
- Business impact of learning interventions

Candidate Profile

- Graduate in any discipline (MBA or Postgraduate qualification preferred).
- 4–10 years of experience in Sales Training, Learning & Development, Sales

Capability, or Retail Operations.

- Minimum 2–3 years of experience leading field trainers or capability teams.
- Prior experience in Telecom, Retail, FMCG, Consumer Electronics, or BFSI is highly preferred.
- Robust understanding of retail sales operations and frontline capability development.
- Proven experience in managing client relationships and delivering business-focused training programmes.
- Strong analytical skills with expertise in Microsoft Excel, Power BI, and PowerPoint.
- Ability to interpret business data and translate insights into actionable capability interventions.
- Willingness to travel extensively across assigned circles.

Technical Skills

- Advanced Microsoft Excel
- Power BI / Dashboard Reporting
- Microsoft PowerPoint
- Data Analysis & Visualisation
- Learning Management Systems (preferred)
- Sales Performance Reporting

Core Competencies

- Leadership & Team Management
- Sales Capability Development
- Client Relationship Management
- Business Acumen
- Data-Driven Decision Making
- Coaching & Performance Management
- Stakeholder Management
- Project & Programme Management
- Communication & Presentation Skills
- Operational Excellence
- Problem Solving & Strategic Thinking

Success Measures

Within the first 12 months, the Team Lead – Training & Capability will be expected to:

- Improve trainer productivity and governance across assigned circles.
- Deliver measurable improvements in Airtel's frontline sales KPIs through targeted capability interventions.
- Strengthen stakeholder confidence through proactive client management and timely programme execution.
- Build a high-performing trainer network that consistently delivers impactful learning experiences aligned with Airtel's business objectives.

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