The Head of Distribution Learning & Development is responsible for designing, leading, and executing the learning and capability-building strategy for a large, field-based distribution organization. The role ensures that sales teams, advisors, and distribution leaders are equipped with the knowledge, skills, and behaviors needed to drive performance, productivity, and business growth.
This role plays a critical part in strengthening sales effectiveness, leadership capability, and overall distribution excellence through structured learning programs, coaching frameworks, and performance enablement initiatives.
Key Responsibilities
Learning & Development Strategy
- Develop and execute the end-to-end learning and development strategy for the distribution organization.
- Align training programs with business goals, sales targets, and capability requirements.
- Establish a structured learning roadmap covering onboarding, upskilling, leadership development, and continuous learning.
Sales Capability & Performance Enablement
- Design and implement sales training programs focused on product knowledge, sales techniques, client engagement, and financial advisory skills.
- Drive capability uplift across field sales teams, advisors, and distribution leaders.
- Partner with sales leadership to identify performance gaps and design targeted interventions.
- Build frameworks to improve productivity, conversion rates, and sales effectiveness.
Leadership Development
- Develop leadership development programs for sales managers and distribution leaders.
- Strengthen coaching culture within the organization through structured coaching models and tools.
- Support succession planning and talent pipeline development within the distribution network.
Training Delivery & Management
- Oversee design, development, and delivery of training programs (digital, classroom, blended learning).
- Manage internal trainers, external facilitators, and learning vendors.
- Ensure consistency, quality, and effectiveness of all learning initiatives.
Digital Learning & Innovation
- Drive adoption of digital learning platforms and tools to enhance accessibility and scalability.
- Integrate technology-enabled learning solutions such as e-learning, mobile learning, and virtual classrooms.
- Continuously improve learning experience through innovation and modern learning methodologies.
Stakeholder Management
- Collaborate closely with sales leadership, HR, operations, and business units to align learning initiatives with business needs.
- Act as a strategic advisor to senior leaders on capability development and workforce readiness.
- Engage with external partners for benchmarking and best practice adoption.
Measurement & Impact Evaluation
- Define and track learning effectiveness metrics such as training completion, knowledge retention, and performance improvement.
- Measure impact of learning programs on sales productivity and business outcomes.
- Provide insights and reports to leadership on capability progress and gaps.
Qualifications
Education
- Bachelor’s degree in Business, Human Resources, Psychology, Education, or related field.
- Advanced degree or certifications in Learning & Development is an advantage.
Experience
- 10+ years of experience in Learning & Development, Sales Training, or Capability Development roles.
- Strong background in managing large-scale distribution or field sales organizations preferred.
- Experience in financial services, insurance, or similar high-performance sales environments is highly desirable.
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