Sales Management & Development Lead (Sales Training Manager)

BPI MS Insurance Corporation; Makati; On-site; PHP 1,000,000 - 1,800,000; Full time

Job summary

BPI MS Insurance Corporation seeks a Sales Management & Development Lead (Training Manager) to design, deliver, and sustain sales capability programs across Retail Bancassurance, Agency, Corporate, Brokers, and Partnerships. You will partner with Distribution Heads, HR Learning & Development, and Product Teams to align training with business goals.

Lead the annual training plan, identify skill gaps, and deliver programs covering sales fundamentals, product mastery, leadership, and digital tools.

Qualifications

• Bachelor’s degree in Business, Training & Development, Marketing, Insurance, or related field.
• At least 5 years of experience in sales training, capability development, or sales management—preferably in Non-Life Insurance.
• Proficient facilitator with experience in both virtual and face-to-face training.
• Strong background in sales methodologies, customer engagement, and coaching.
• Experience in curriculum design, instructional design, and learning pathways.
• Strong communication, presentation, and stakeholder management skills.
• Familiarity with CRM/lead systems and digital sales tools.
• Willing to travel for regional training and field coaching.

Responsibilities

• Develop and execute the annual Sales Training & Capability Development Plan for all Non-Life sales teams.
• Identify skills gaps and training needs through assessments, performance analysis, and stakeholder feedback.
• Design training programs covering: Sales fundamentals & consultative selling; Non-life product mastery (Motor, Fire, Casualty, A&H, Travel, SME); Sales management & leadership skills; Activity management and pipeline building; Customer engagement and negotiation; Digital sales tools and systems.
• Create structured learning pathways for new hires, sales officers, managers, and leaders.
• Facilitate classroom training, virtual sessions, field coaching, branch roadshows, and blended learning programs.
• Conduct Train-the-Trainer (TTT) programs for field leaders and subject matter experts.
• Deliver induction programs for newly hired sales employees.
• Ensure that training materials are updated, standardized, and aligned with products and regulatory requirements.
• Conduct joint fieldwork and coaching sessions with sales employees and managers.
• Observe sales conversations and provide real-time feedback on selling skills and product positioning.
• Reinforce activity discipline, lead conversion techniques, and sales planning.
• Partner with Regional Sales Heads and Managers to uplift underperforming areas.
• Train sales teams on the use of CRM, lead management systems, and digital sales platforms.
• Standardize sales processes and ensure consistent adoption of tools and templates.
• Collaborate with IT or Digital Teams to improve user experience and training content for new functionalities.
• Coaching and performance management
• KPI monitoring and business planning
• Team engagement and motivation
• Leadership communication
• Support succession planning for key sales leadership positions.
• Evaluate training effectiveness using Kirkpatrick levels (reaction, learning, behavior, results).
• Track post-training performance improvements (conversion, productivity, premium growth).Review feedback from participants and managers to continuously refine modules.
• Maintain training dashboards and submit monthly/quarterly reports.
• Work closely with Sales Heads, HR-L&D, Product Management, and Marketing to design and deliver relevant content.
• Support the rollout of sales campaigns, product launches, and new initiatives through capability uplift.
• Ensure that training supports regulatory compliance and high-quality business standards.

Skills

Facilitation

Sales training

Coaching

Curriculum design

Learning pathways

Stakeholder mgmt

CRM familiarity

Digital tools

Communication

Education

Bachelor’s degree in Business, Training & Development, Marketing, Insurance, or related field

Tools

CRM systems

Lead management tools

Digital sales platforms

Job description

The Sales Management & Development Lead (Training Manager) is responsible for designing, delivering, and sustaining sales capability programs for Non-Life Insurance employees across all channels (Retail Bancassurance, Agency, Corporate, Brokers, and Strategic Partnerships). The role focuses on competency development, sales process mastery, product knowledge uplift, and performance coaching to strengthen overall sales productivity and execution. The position partners with Distribution Heads, HR Learning & Development, and Product Teams to ensure that training is aligned with business goals.

Key Responsibilities:

• Develop and execute the annual Sales Training & Capability Development Plan for all Non-Life sales teams.
• Identify skills gaps and training needs through assessments, performance analysis, and stakeholder feedback.
• Design training programs covering:
• Sales fundamentals & consultative selling
• Non-life product mastery (Motor, Fire, Casualty, A&H, Travel, SME)
• Sales management & leadership skills
• Activity management and pipeline building
• Customer engagement and negotiation
• Digital sales tools and systems (e.g., CRM, quotation tools)
• Create structured learning pathways for new hires, sales officers, managers, and leaders.

2. Training Delivery & Facilitation

• Facilitate classroom training, virtual sessions, field coaching, branch roadshows, and blended learning programs.
• Conduct Train-the-Trainer (TTT) programs for field leaders and subject matter experts.
• Deliver induction programs for newly hired sales employees.
• Ensure that training materials are updated, standardized, and aligned with products and regulatory requirements.

3. Field Coaching & Sales Execution Support

• Conduct joint fieldwork and coaching sessions with sales employees and managers.
• Observe sales conversations and provide real-time feedback on selling skills and product positioning.
• Reinforce activity discipline, lead conversion techniques, and sales planning.
• Partner with Regional Sales Heads and Managers to uplift underperforming areas.

4. Sales Tools, Systems, and Digital Adoption

• Train sales teams on the use of CRM, lead management systems, and digital sales platforms.
• Standardize sales processes and ensure consistent adoption of tools and templates.
• Collaborate with IT or Digital Teams to improve user experience and training content for new functionalities.
• Coaching and performance management
• KPI monitoring and business planning
• Team engagement and motivation
• Leadership communication
• Support succession planning for key sales leadership positions.

6. Program Measurement & Continuous Improvement

• Evaluate training effectiveness using Kirkpatrick levels (reaction, learning, behavior, results).
• Track post-training performance improvements (conversion, productivity, premium growth).Review feedback from participants and managers to continuously refine modules.
• Maintain training dashboards and submit monthly/quarterly reports.

7. Stakeholder Collaboration

• Work closely with Sales Heads, HR-L&D, Product Management, and Marketing to design and deliver relevant content.
• Support the rollout of sales campaigns, product launches, and new initiatives through capability uplift.
• Ensure that training supports regulatory compliance and high-quality business standards.

Qualifications:

• Bachelor’s degree in Business, Training & Development, Marketing, Insurance, or related field.
• At least 5 years of experience in sales training, capability development, or sales management—preferably in Non-Life Insurance.
• Proficient facilitator with experience in both virtual and face-to-face training.
• Strong background in sales methodologies, customer engagement, and coaching.
• Experience in curriculum design, instructional design, and learning pathways.
• Strong communication, presentation, and stakeholder management skills.
• Familiarity with CRM/lead systems and digital sales tools.
• Willing to travel for regional training and field coaching.