Senior Manager, Sales Learning Consultant, FI, CMS, and EMF North America - job 4 of 20

The Senior Manager, Sales Learning Consultant at Visa is tasked with performance consulting, focusing on Stakeholder Management, Consulting Execution, and Facilitation/Vendor Management. Responsibilities include collaborating with Financial Institutions, Enablers, Merchants, and FinTechs, identifying learning gaps, crafting strategic learning plans, and ensuring alignment with Visa's commercial strategies. The role also includes influencing senior cross-functional stakeholders and contributing to the continuous improvement of Visa University's educational offerings.

Candidates for the Senior Manager, Sales Learning Consultant role at Visa should possess a deep understanding of the sales life cycle and consultative selling. Previous experience in the payments industry and FinTechs is beneficial. Additionally, an aptitude for adult learning principles and instructional design models, along with strong business acumen, is necessary to identify critical performance gaps and guide stakeholders effectively.

Stakeholder management is a crucial aspect of the Senior Manager, Sales Learning Consultant position at Visa. This involves serving as a business partner for North America Financial Institutions, Enablers, Merchants, and FinTechs, collaborating with various teams to identify learning needs and strategic gaps, and influencing senior stakeholders across different functions to create effective training and development programs that align with the organization's commercial priorities.

The Senior Manager, Sales Learning Consultant at Visa will implement the IDDEA Sales Methodology alongside adult learning principles and the ADDIE model of instructional design. This entails analyzing stakeholders’ needs, designing effective educational content, delivering engaging training sessions, and measuring the impact of learning outcomes to continuously adapt initiatives for improved performance and engagement across the organization.

Working as a Senior Manager, Sales Learning Consultant at Visa offers significant growth opportunities, including the ability to shape and innovate training and development programs within the payments industry. This role allows for collaboration with top-level stakeholders, the opportunity to drive impactful change, and the chance to develop expertise in performance consulting and learning methodologies, ultimately enhancing personal and career development.

When approaching stakeholder management, I prioritize building strong relationships through regular communication and active listening. It's essential to understand their specific needs and objectives. I utilize tools like stakeholder mapping to identify key players and their influence. By engaging them early in the process and continuously seeking their feedback, I ensure that the learning solutions we develop are aligned with their expectations and the organization's goals.

In my previous roles, I have leveraged the IDDEA Sales Methodology to enhance team performance significantly. I've implemented its principles through targeted workshops and training sessions. This involved understanding the unique context of the business and adapting the content to suit our audience, ensuring practical application that leads to measurable results in sales performance and customer engagement.

I apply several adult learning principles, including the need for relevance and practicality. Adults learn best when they see the value in what they’re being taught. I incorporate experiential learning, where participants can engage in hands-on activities, and I ensure that the content is tailored to their specific roles and challenges. Additionally, I use the ADDIE model to guide my design process, ensuring a structured approach to instruction that leads to effective learning outcomes.

Measuring the effectiveness of training programs involves establishing clear performance metrics upfront. I utilize both qualitative and quantitative methods, such as pre-and post-training assessments, feedback surveys, and performance metrics aligned with business objectives. Continuous evaluation through follow-up sessions and adjustments based on stakeholder feedback helps ensure that the training remains relevant and impactful over time.

In a previous role, I faced a stakeholder who was resistant to a new training initiative. To navigate this, I scheduled a one-on-one meeting to understand their concerns. I listened carefully and then presented data from previous successful initiatives, emphasizing the benefits to their team's performance. By addressing their feedback in the program design, I turned the initial resistance into strong support, ultimately fostering a positive collaborative relationship.

To encourage learner engagement, I employ interactive techniques such as group discussions, role-plays, and real-world scenario analysis. I also integrate technology by using polling tools and online collaboration platforms to create a dynamic learning environment. Importantly, I foster a safe space for questions and ideas, ensuring that participants feel valued and motivated to contribute.

I keep up with changes in the payments industry and FinTech space by regularly reading industry publications, following influential thought leaders on social media, and attending relevant conferences and webinars. Networking with peers and participating in industry forums also provides valuable insights into emerging trends and best practices, allowing me to inform my learning strategies and initiatives effectively.

I have extensive experience managing vendor relationships, including selecting suitable vendors for training content and delivery. I ensure that the vendors align with our organizational goals and maintain open communication throughout the process. By collaborating closely with them, I can provide continuous feedback and make necessary adjustments to optimize the learner's experience and program effectiveness.

Key challenges in sales training for Financial Institutions include the rapidly evolving regulatory landscape and the need to personalize sales training to various financial products. Additionally, addressing diverse learner backgrounds and ensuring that training is practical, relevant, and can be easily implemented in day-to-day interactions is crucial. My approach involves leveraging real-time case studies and continuous upskilling to overcome these challenges effectively.

I believe feedback is essential for continuous improvement. I incorporate it by implementing a structured feedback mechanism such as post-training surveys and follow-up interviews. I analyze this data to identify patterns and areas for improvement, which I then use to adapt and refine training content and delivery methods. Regular check-ins with stakeholders also ensure that I remain aligned with their evolving needs and expectations.