Sales Training & Enablement Lead

MatchaTalent; Bekasi; On-site; IDR 360,000,000 - 600,000,000; Full time

Job summary

MatchaTalent is seeking a Sales Training & Enablement Lead to build and manage the training and coaching framework for a Jakarta-based auto-finance telesales operation. The role entails developing curricula, scripts, onboarding programs, and performance coaching for frontline agents, with a focus on BPKB-backed financing and partner collaboration.

The candidate will monitor calls, review performance, and drive process improvements across the telesales funnel, liaising with Mainland Chinese

Qualifications

• Minimum 5 years of progressive experience in Sales Training or related functions.
• Experience supervising call centers or telesales teams.
• Hands-on experience in multifinance, leasing, auto-finance, or fintech lending.
• Proven ability to develop sales training curricula, product modules, call scripts, onboarding, and coaching frameworks from scratch.
• Strong analytical and communication skills with data-driven approach.

Responsibilities

• Design and continuously improve comprehensive sales training curricula and onboarding for Gadai BPKB products.
• Develop product explanations, sales scripts, objection-handling guides, and eligibility matrices.
• Translate complex auto-finance requirements into practical training materials for frontline agents.
• Deliver onboarding and product training programs for new telesales staff.
• Conduct regular call monitoring, pitch audits, and role-play sessions to lift performance.
• Identify knowledge gaps and incorporate findings into training and coaching plans.
• Monitor telesales funnel metrics including productivity, contact rates, conversions and lead quality.
• Collaborate with Telemarketing and Operations to fix funnel bottlenecks and process issues.
• Ensure scripts align with product requirements and eligibility criteria.
• Coordinate with external partners to reflect processes in training content.
• Prepare regular training, coaching, and performance reports for management.
• Provide data-driven recommendations to improve productivity and conversion.
• Communicate progress with Mainland Chinese executives and local management.
• Act as a bridge between Chinese leadership, local operations and frontline teams.
• Support a consistent sales culture focused on knowledge, compliance and conversion.

Skills

Sales Training

Sales Enablement

Telesales Coaching

Learning & Development

English Proficiency

Education

Bachelor's Degree in Business, Communications, HR, Education

Job description

The candidate required to work at Jakarta, Indonesia.

Client Overview

Our client is a leading financial technology company operating across Southeast Asia, providing integrated e-commerce, consumer financing, digital financial services, and lending solutions.

As part of its continued business expansion, the company is developing an auto-finance aggregation business that connects customers seeking vehicle-backed financing with established multi-finance and leasing partners across Indonesia.

The business supports financing applications for both two-wheeler and four-wheeler customers, requiring an efficient telesales operation capable of managing customer leads, explaining financing products, conducting initial eligibility screening, and facilitating applications to partner financial institutions.

Job Role

The Sales Training & Enablement Lead will be responsible for building and managing the sales training and operational enablement framework for the company's Gadai BPKB auto-finance business.

Reporting to the Telemarketing leadership team, this role will develop telesales training curricula, product knowledge materials, call scripts, objection-handling frameworks, and onboarding programs for frontline sales agents.

The position will also serve as a hands-on operational coach, monitoring calls, conducting performance reviews, and identifying opportunities to improve agent productivity, call quality, script compliance, and lead conversion.

The ideal candidate has strong experience in sales training or telesales coaching, combined with direct exposure to multifinance, leasing, auto-finance, BPKB-backed financing, fintech lending, or banking products.

Key Responsibilities

• Design, develop, and continuously improve comprehensive sales training curricula, product playbooks, and telesales onboarding programs for Gadai BPKB products covering two-wheeler and four-wheeler financing.
• Develop clear and standardized product explanations, sales scripts, objection-handling guides, eligibility screening materials, and customer communication frameworks.
• Translate complex auto-finance and partner requirements into practical training materials that can be effectively applied by frontline telesales agents.
• Deliver onboarding and product training programs for newly hired telesales agents, ensuring strong product knowledge and operational readiness.
• Conduct regular call monitoring, pitch audits, role-play sessions, and one-on-one coaching to improve agent performance and sales conversion.
• Identify recurring agent knowledge gaps, customer objections, and operational issues and incorporate findings into training and coaching programs.
• Monitor telesales funnel metrics, including call productivity, contact rates, conversion rates, lead quality, and other relevant performance indicators.
• Work closely with the Telemarketing Manager and Operations team to identify funnel bottlenecks, lead distribution issues, and opportunities for process improvement.
• Ensure telesales scripts and sales approaches remain aligned with product requirements, customer eligibility criteria, and operational processes.
• Coordinate with external multifinance and leasing partners where necessary to ensure product information and referral processes are accurately reflected in training materials.
• Prepare regular training, coaching, performance, and operational readiness reports for management.
• Provide data-driven recommendations to improve sales productivity, training effectiveness, and overall conversion performance.
• Communicate and coordinate effectively with Mainland Chinese executives and local management on training progress, agent performance, and operational developments.
• Act as a functional bridge between Chinese business leadership, local operations, and frontline telesales teams.
• Support the development of a consistent sales culture focused on product knowledge, customer handling, compliance, and conversion performance.

Candidate Requirements

• Bachelor's Degree in Business, Communications, Human Resources, Education, or a related field from a reputable university.
• Minimum 5 years of progressive experience in Sales Training, Sales Enablement, Telesales Coaching, Learning & Development, or a related function.
• Previous supervisory or team management experience within a call center, telesales, telemarketing, or sales environment.
• Direct hands-on experience in multifinance, leasing, auto-finance, BPKB-backed financing, or fintech/banking lending is required.
• Experience handling BPKB-backed financing, auto-refinancing, or cash loan products for two-wheelers and/or four-wheelers is highly preferred.
• Proven experience developing sales training curricula, product modules, call scripts, onboarding programs, and coaching frameworks from scratch.
• Strong understanding of telesales operations, including sales funnels, call quality, conversion rates, objection handling, and agent performance management.
• Strong ability to translate complex financial products and operational processes into simple and practical training materials.
• Strong analytical, problem-solving, presentation, and communication skills.
• Comfortable working with sales performance data and using insights to develop practical coaching and training initiatives.
• Excellent presentation and facilitation skills, with the ability to engage and coach frontline sales teams effectively.
• Highly adaptable and able to operate in a fast-paced fintech and technology-driven environment.
• Detail-oriented with strong process discipline and accuracy.
• Strong cross-cultural communication and stakeholder management skills.
• Good business English proficiency, both written and spoken, is mandatory for direct communication, reporting, and alignment with Mainland Chinese executive leadership.
• Comfortable conducting business discussions, presentations, and management reporting in English.

Job Code: #892