AVP, Sales Training Specialist

Responsibilities

• Design and deliver outbound sales and prospecting training programs for Retail Sales.
• Design and deliver client service and relationship growth training for branch staff.
• Align training programs with sales scorecards to support deposit growth, Treasury Management adoption and relationship expansion.
• Create and maintain training materials to reinforce product knowledge, process accuracy and consultative client conversations.
• Create structured training on prospecting, including community outreach, centers of influence (“COI”) development, referral generation and pipeline management.
• Design programs that transition teams from transactional service models to proactive, consultative, relationship-based banking.
• Partner with other internal client-facing teams to ensure training content reflects client-centric recommendations, and appropriate referrals to partner business lines.
• Facilitate new-hire onboarding and ongoing skill development, including needs-based discovery, retention and relationship-deepening conversations and objection handling.
• Develop and reinforce practical business development strategies and routines such as prospecting, community and networking activities, appointment setting, and follow-ups that align to Retail Sales and Retail Branch priorities and market opportunities.
• Establish and reinforce referral process discipline to increase referral quality and conversion while maintaining compliance standards.
• Conduct field observations, call monitoring, and/or ride-alongs to assess skill application.
• Provide individual and group coaching, feedback, and reinforcement plans to improve performance.
• Analyze sales and client service performance data, quality results, retention indicators, referral activity and outcomes, and learner feedback to evaluate training effectiveness; recommend and implement improvements, refreshers, and targeted interventions.
• Support Sales Market Leads with training plans and reinforcement tools to sustain consistent execution and a strong sales culture across locations.
• Stay current on bank products, competitive landscape, and industry trends to ensure training remains relevant and practical for front-line sales and service roles.
• Administer training logistics and learning records using the Learning Management System (“LMS”), currently BVS.
• Communicate expectations, resources, and updates to participants and managers.
• Utilize LMS reporting and analytics to track learner progress, completion rates and training effectiveness.
• Continuously evaluate and update training programs based on performance data, business needs and participant feedback.

Qualifications

• Bachelor’s degree in business, finance, education, organizational development or related field or equivalent experience required.
• Minimum of 3 years of experience in retail banking and/or sales enablement and training required.
• Demonstrated success in sales and client experience roles.
• Proficiency in Microsoft Office applications.
• Prior experience with an LMS strongly preferred.
• Proven ability to facilitate engaging training sessions and coach adults; able to assess skill gaps and improve needs-based conversations, cross-sell and referral behaviors, and service recovery.
• Demonstrated facilitation, coaching, and change management capabilities, with strong critical thinking and problem-solving skills.
• Ability to create engaging training materials and job aids while maintaining a level of knowledge to keep the documentation current.
• Excellent communication and presentation skills (written and verbal) with the ability to tailor messaging to diverse audiences and levels.