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 to monitor program 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

- Robust 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.

📌 Senior Manager - Human Resources (Western India)
🏢 HDFC ERGO General Insurance
📍 Western India