Associate Consultant -Sales Trainer

PRINCIPAL RESPONSIBILITIES

• Sales & Student Advisory Capability Development

• Design and deliver practical sales and student advisory training programs for Student Advisors/Admissions teams.

• Build capability across the complete student journey, from initial lead engagement through application, offer, follow-up and deposit/enrolment.

• Develop advisors' needs discovery, probing, questioning and active listening skills.

• Train advisors in consultative selling and personalized student counselling rather than transactional approaches.

• Develop capabilities around value proposition, program positioning and communicating relevant benefits to prospective students.

• Train advisors to effectively handle student and parent objections and concerns.

• Develop closing techniques and appropriate methods of creating urgency and progressing students through the funnel.

• Train advisors on effective follow-up strategies and maintaining momentum throughout the student journey.

• Use realistic student scenarios, case studies, role plays and simulations to replicate actual advisory conversations

• Product, Brand & Market Knowledge

• Develop and deliver training on university/brand propositions, programs campuses, entry requirements, student profiles and key value propositions.

• Ensure advisors understand and can effectively communicate program and institutional differentiators.

• Train teams to translate product features into relevant student benefits and outcomes.

• Support training on competitive positioning and differentiating program against relevant alternatives.

• Work closely with Product, Sales, Operations and Brand stakeholders to ensure training content remains current and accurate.

• Identify product knowledge gaps that may be impacting student confidence, advisory quality or conversion.

• Sales Coaching & Call Quality

• Conduct regular coaching sessions with individual advisors and teams based on observed performance.

• Review student advisory calls and provide structured, actionable feedback.

• Identify behavioral gaps and missed sales opportunities within advisor interactions.

• Conduct call calibration and coaching sessions with Team Leaders and Managers.

• Use call recordings, quality monitoring outputs and real student scenarios to identify coaching opportunities.

• Conduct role-play and simulation sessions focused on specific performance gaps.

• Support Team Leaders and Managers in embedding post-training coaching within their teams.

• Performance & Training Needs Analysis

• Analyze sales funnel and performance data to identify capability gaps and training opportunities.

• Use business data across the student journey, including lead engagement, applications, offers and deposits/enrolments, to identify areas requiring intervention.

• Differentiate between knowledge, skill, process, behavioral and motivational gaps before recommending a training intervention.

• Use manager feedback, call quality results, learner feedback and business performance data as inputs into training needs analysis.

• Proactively identify emerging capability gaps rather than relying solely on formal training requests.

• Training Design & Facilitation

• Design structured and engaging learning modules focused on sales, student advisory, communication, product knowledge and customer engagement.

• Deliver onboarding, refresher, upskilling and role-specific training program.

• Use experiential learning techniques including role plays, case studies, sales simulations, call listening, objection-handling exercises and scenario-based learning.

• Adapt training content according to different brands, markets, student segments and advisor experience levels.

• Deliver effective virtual and classroom-based training across different teams and time zones.

• Create practical job aids, coaching guides, call frameworks and reinforcement material where required.

• Student Support Officer & Visa Counsellor Training

• Provide secondary training support to Student Support Officers and Visa Counsellors as required.

• Deliver training around student communication, service excellence, professional communication and handling difficult student interactions.

• Support role-specific training on student journey awareness, product/process knowledge and appropriate escalation.

• Provide communication and customer-handling training for Visa Counsellors, including effective explanation of processes and managing student expectations.

• Collaborate with relevant SMEs and operational leaders when specialist or regulatory training is required.

• Coaching & Reinforcement

• Ensure training is followed by structured reinforcement and coaching.

• Partner with Team Leaders and Managers to establish post-training coaching plans.

• Develop reinforcement activities, knowledge checks and practical exercises.

• Conduct follow-up assessments to determine whether expected behaviors have been adopted.

• Identify recurring gaps and recommend additional coaching or refresher interventions.

• Stakeholder Collaboration

• Work closely with Sales Leaders, Team Leaders, Operations, Quality, Product, Brand and other relevant stakeholders.

• Partner with Team Leaders and Managers to understand team-level performance challenges.

• Work with SMEs to ensure accuracy of product, process and policy-related training.

• Position training as a performance-enablement function rather than only a classroom delivery function

• Training Effectiveness & Business Impact

• Measure training effectiveness using appropriate learning, behavioral and performance indicators.

• Apply Kirkpatrick's evaluation framework where appropriate while also assessing practical business impact.

• Track improvements in product knowledge, advisory quality, call quality, objection handling, sales behaviors, student engagement, conversion performance and time-to-competency.

• Prepare regular training effectiveness reports for relevant stakeholders.

• Use performance data and feedback to continuously improve training interventions.

• Training Operations & Governance

• Maintain training calendars and ensure timely delivery of planned interventions.

• Maintain appropriate training records, attendance and assessment results.

• Ensure learning materials are reviewed and updated in line with changes to program, processes and business requirements.

• Ensure training delivery follows organizational policies and approved processes.

KEY PERFORMANCE INDICATORS

• Training completion and participation.
• Knowledge assessment and retention.
• Improvement in call/advisory quality.
• Improvement in identified sales behaviors.
• Improvement in objection-handling and closing capability.
• Time-to-competency for new advisors.
• Post-training coaching completion.
• Improvement in individual/team performance following interventions.
• Stakeholder satisfaction with training effectiveness.
• Demonstrable contribution to improvements in student advisory and conversion performance

KEY BEHAVIOURAL COMPETENCIES

• Commercial Mindset: Understands the connection between capability, sales behavior and business performance.
• Coaching Mindset: Focuses on improving individual performance through observation, feedback, practice and reinforcement.
• Student-Centric Approach: Balances commercial objectives with the student's needs and experience.
• Influencing & Communication: Can influence advisors, Team Leaders and Managers and communicate effectively at different organizational levels.
• Analytical Thinking: Uses performance data, call insights and stakeholder feedback to identify root causes of performance gaps.
• Adaptability: Can quickly understand different brands, programmes, markets, student profiles and business requirements.
• Continuous Improvement: Constantly looks for opportunities to improve sales behaviours, training effectiveness and student experience.

Please call me between 11 and 6 p.m. at 7013876113 HR Razvi

Note: Calls will be answered only during the given time, Monday through Friday.