Sales Training & Quality Manager, B2B | Onsite | Spark, Cubao

Concentrix; Quezon City; On-site; PHP 2,000,000 - 3,000,000; Full time

Job summary

Concentrix is seeking a Sales Training & Quality Manager, B2B, to build and govern capability, readiness, quality, and continuous development of B2B sales teams.

This role links sales capability with measurable business performance, ensuring sellers understand product, process, CRM, and how to prospect, discover needs, handle objections, and drive value throughout the sales cycle.

Qualifications

• Leadership in Training, Quality, Sales Enablement, Learning & Development, Sales Operations or closely related function.
• Strong understanding of B2B sales environments and performance.
• Experience designing or leading sales training, coaching, readiness, or quality programs.
• Strong analytical capability using performance data to diagnose gaps and recommend interventions.
• Experience with root-cause analysis, calibration, coaching, and continuous improvement.
• Strong stakeholder-management and communication skills.
• Ability to translate complex business requirements into practical learning and quality solutions.

Responsibilities

• Develop and execute B2B sales training strategies.
• Establish quality frameworks aligned with B2B sales behaviors and client requirements.
• Analyze performance data to identify capability gaps.
• Define readiness criteria and certify readiness to sell.
• Lead coaching and performance-improvement initiatives.
• Partner with cross-functional stakeholders to align enablement strategies.

Skills

Leadership experience

Sales enablement

Analytical capability

Stakeholder management

Business acumen

Tools

Salesforce CRM

Job description

The Sales Training & Quality Manager, B2B is responsible for building and governing the capability, readiness, quality, and continuous development of B2B sales teams.

Unlike a traditional Training & Quality leadership role focused primarily on curriculum delivery and adherence, this position connects sales capability development with measurable business performance. The role ensures sellers and sales leaders understand not only product and process requirements, but also how to effectively prospect, discover customer needs, manage objections, communicate value, progress opportunities, maintain CRM discipline, and influence business outcomes.

Key Responsibilities

1. B2B Sales Capability & Training Strategy

• Develop and execute training strategies that support B2B sales motions and client-specific requirements.
• Translate business objectives, sales processes, client requirements, and performance expectations into practical learning interventions.
• Lead onboarding, upskilling, refresher training, certification, and continuous learning programs.
• Ensure learning content reflects the actual selling environment, including consultative selling, customer discovery, objection handling, account engagement, pipeline progression, and CRM practices.
• Establish training-readiness plans for new launches, expansions, and changing client requirements.

2. Sales Quality Strategy & Governance

The role should own more than training delivery. I would specifically incorporate Sales Quality into the Manager scope.

• Establish and govern quality frameworks aligned with B2B sales behaviors, customer outcomes, client requirements, and business objectives.
• Ensure quality scorecards measure behaviors that influence effective B2B selling rather than functioning only as compliance checklists.
• Lead quality calibration across Operations, Training, Quality, and other stakeholders.
• Use audit findings, sales behaviors, customer interactions, and performance outcomes to identify skill and process gaps.
• Ensure quality insights translate into targeted coaching, retraining, playbook changes, or process improvement.

3. Performance Analytics & Root-Cause Management

• Analyze sales, training, certification, and quality performance to identify trends and recurring capability gaps.
• Use structured root-cause analysis, trend analysis, behavioral analysis, and performance segmentation to distinguish knowledge gaps from skill, process, execution, or behavioral issues.
• Translate findings into actionable interventions with clear ownership and expected outcomes.
• Partner with Sales Operations and leadership to understand how observed behaviors influence operational and commercial results.
• Monitor whether training and quality interventions result in sustained performance improvement.

4. Sales Readiness & Certification

I would make this a major accountability.

The Manager should establish a consistent definition of“ready to sell.”

That may include:

• Knowledge validation
• Product/process proficiency
• Discovery/probing capability
• CRM execution
• Certification
• Nesting support
• Post-training performance monitoring

5. Sales Coaching & Performance Improvement

• Establish structured coaching methodologies for Trainers, Quality resources, Sales Managers, and front-line sellers.
• Use call observations, quality results, sales data, and performance trends to identify coaching priorities.
• Ensure coaching targets observable selling behaviors and measurable performance gaps.
• Partner with Sales leadership on performance-improvement strategies for teams below expectations.
• Strengthen manager capability so coaching becomes embedded in daily sales operations rather than remaining solely a Training function.

6. B2B Sales Methodology & Execution

I would explicitly require B2B sales knowledge rather than accepting a purely traditional L&D/TQ background.

The Manager should understand areas such as:

• Consultative selling
• Business needs analysis
• Prospecting and outbound sales
• Decision-maker identification
• Sales conversion behaviors

7. Client & Stakeholder Partnership

• Serve as the senior Training & Quality partner to B2B Sales leadership and assigned client stakeholders.
• Lead discovery sessions to understand sales objectives, performance issues, learning needs, quality requirements, and upcoming changes.
• Align training strategy and quality governance with Operations, Sales Leadership, Client Success, Talent Acquisition, and other cross-functional partners.
• Participate in business reviews where training, quality, capability, or performance insights are required.
• Clearly communicate risks, root causes, progress, and recommended interventions.

8. Continuous Improvement & Sales Enablement

• Maintain and improve sales training materials, playbooks, coaching resources, simulations, certification content, and quality frameworks.
• Keep learning interventions current with client products, sales motions, market requirements, and observed seller behaviors.
• Identify opportunities to improve scalability and consistency across programs.
• Encourage responsible use of analytics, automation, and AI-enabled tools where appropriate to improve learning, coaching, quality insights, and seller effectiveness.
• Lead, coach, and develop Trainers, Quality professionals, or other assigned enablement resources.
• Establish clear expectations around facilitation quality, coaching capability, quality analytics, business acumen, and stakeholder management.
• Develop successors and build capability within the Training & Quality organization.
• Maintain appropriate governance around trainer readiness, quality consistency, and delivery standards.

Recommended Qualifications

Required

• Demonstrated leadership experience in Training, Quality, Sales Enablement, Learning & Development, Sales Operations, or a closely related function.
• Strong understanding of B2B sales environments and sales performance.
• Experience designing or leading sales training, coaching, readiness, or quality programs.
• Strong analytical capability with experience using performance data to diagnose gaps and recommend interventions.
• Experience with root-cause analysis, calibration, coaching, and continuous improvement.
• Strong stakeholder-management and communication skills.
• Ability to translate complex business requirements into practical learning and quality solutions.

Strongly Preferred

• Experience supporting motions such as Customer Acquisition, Sales Development, Renewals, Customer Success, Account Management, or Inside Sales.
• Familiarity with Salesforce or comparable CRM environments. Salesforce familiarity appears in your existing Sales Trainer profile.
• Experience supporting SaaS or technology-oriented sales organizations.
• Experience leading sales readiness or certification programs.