About this role
Discovery Institute of Training Head of Training : Sales and Distribution Learning Divisional Manager Sandton About Discovery Discovery’s core purpose is to make people healthier and to enhance and protect their lives. We seek out and invest in exceptional individuals who understand and support our core purpose, and whose own values align with those of Discovery. Our fast-paced and dynamic environment enables smart, self-driven people to be their best. As global thought leaders, Discovery is passionate about innovating in order to not only achieve financial success, but to ignite positive and meaningful change within our society. Key Purpose To lead the Sales and Distribution Training function within the Discovery Institute of Training (DIT ), setting the strategic direction of learning and ensuring that product, financial planning , sales capability and distribution learning priorities are translated into high-impact learning solutions. The role is accountable for partnering with senior management to achieve business objectives, driving the learning strategy for the facilitation team, and ensuring that the Training Manager and facilitators deliver consistently excellent, scalable and measurable learning experiences that support adviser capability, sales performance, client outcomes and business growth. Areas of responsibility may include but are not limited to: Holistic strategy and portfolio leadership In collaboration with Senior leadership, define and lead the end-to-end Sales and Distribution learning strategy across the full Training function, ensuring alignment with Discovery’s strategic priorities, product houses, distribution channels, adviser capability requirements and sales performance objectives. Translate business strategy, market shifts, regulatory requirements, product changes and channel priorities into an integrated multi-year capability roadmap, supported by annual and quarterly portfolio plans. Maintain a clear portfolio architecture across core training delivery, Distribution Academy programmes, Sales Management Consultancy and the Adviser Graduate Channel, eliminating duplication and ensuring that interventions build capability across the distribution talent pipeline. Overall management of the Training function Provide overall leadership, management and direction for the Sales and Distribution Training function, with accountability for its operating model, organisational structure, leadership capacity, workforce planning, role clarity, performance standards and succession pipeline. Lead the Training Manager and portfolio leads through disciplined management routines, clear delegations of authority, defined service standards, effective capacity allocation and consistent performance and development practices. Ensure that facilitators, consultants, academy resources and graduate-channel stakeholders operate as one integrated function with shared priorities, common quality standards and coordinated delivery plans. Distribution Academy management As part of the Senior leadership team, own the strategic direction, governance and performance of the Distribution Academy as the central capability-building platform for priority distribution audiences. Ensure that academy pathways integrate product, financial planning, sales, behavioural, leadership and regulatory capability in a structured progression from induction and role readiness through to advanced and specialist development. Oversee academy intake planning, curriculum priorities, delivery capacity, learner progression, accreditation or regulatory dependencies where applicable, stakeholder commitments and outcome reporting. Sales Management Consultancy Establish and lead a credible Sales Management Consultancy capability that partners with distribution leaders to diagnose performance and capability challenges, identify root causes and shape practical solutions beyond training alone. Ensure that consultancy engagements use evidence, field insight and performance data to recommend targeted interventions such as manager enablement, coaching disciplines, role clarity, sales routines, practice environments and performance-support solutions. Track consultancy commitments, implementation progress and business outcomes through agreed governance and stakeholder review forums. Adviser Graduate Channel Provide strategic oversight of the Adviser Graduate Channel, ensuring that attraction-to-productivity learning pathways accelerate the development of capable, compliant and commercially effective advisers. Align graduate learning, workplace exposure, coaching, assessment, readiness decisions and transition into distribution roles through clear stage gates, ownership and escalation routes. Partner with relevant business, talent and distribution stakeholders to plan graduate demand, intake, deployment, retention support and performance reporting. Operational planning and delivery excellence Own the consolidated annual and quarterly learning delivery roadmap for the Training function, integrating business-as-usual delivery, strategic projects, academy cohorts, consultancy engagements, graduate-channel activity, product launches, refreshers and regulatory interventions. Direct portfolio prioritisation, resource allocation, facilitator and consultant capacity, scheduling, risk management and dependency resolution to protect critical business outcomes and learner experience. Establish service expectations and operational controls for classroom, virtual, blended, field-based and performance-support delivery across all portfolios. Learning standards, quality and innovation Direct the design, quality assurance and continuous improvement of learning and capability solutions in collaboration with Instructional Design, multimedia, learning technology, operations, compliance, product teams, subject matter experts and distribution stakeholders. Set company wide standards for facilitation, consultancy practice, academy experience, coaching, assessment, graduate readiness, learner support and post-learning reinforcement. Sponsor innovation through scenario-based learning, applied practice, sales simulations, digital and blended approaches, AI-enabled learning, coaching tools and workflow-integrated performance support. Governance, risk and compliance Establish and chair an integrated governance framework for the Training function, with clear decision rights, portfolio forums, review cadences, escalation paths, risk ownership and documented accountability. Ensure audit readiness and effective control of learning records, attendance, assessments, evidence, version control, content approvals, regulatory training, learner information and graduate or academy progression decisions. Supported by operations, maintain a consolidated portfolio risk and issue view, ensuring that delivery, compliance, capacity, quality and stakeholder risks are identified early and actively managed. Data, reporting and value realisation Supported by operations, own a consolidated management information and reporting framework across training delivery, the Distribution Academy, Sales Management Consultancy and the Adviser Graduate Channel. Define and monitor measures covering demand, capacity, delivery, participation, progression, quality, learner experience, assessment, readiness, consultancy outcomes, stakeholder value and relevant business performance indicators. Provide senior management with clear portfolio reporting, forward-looking insight, exception analysis and recommendations, linking activity and investment to capability, sales performance, client outcomes and business growth. Stakeholder leadership and business partnership Act as a senior learning and capability partner to distribution executives, sales leaders, product houses and enabling functions, shaping priorities and securing alignment on outcomes, investment, ownership and implementation. Build strong cross-functional partnerships and represent the Training function in relevant strategic, operational, governance and performance forums. Create a high-performing, accountable and future-ready function that delivers measurable value to advisers, sales managers, graduates, distribution leaders, product houses and the broader Discovery business. Key Competency Areas: Strategic capability building: To translate business strategy into future-focused capability solutions that enable organisational performance, support strategic priorities, and prepare leaders and employees for evolving business needs. Business partnership and performance consulting: Acts as a trusted business partner who diagnoses performance challenges, challenges assumptions, and recommends solutions that drive measurable business impact. Learning innovation and future readiness: Continuously evolves learning practices, technologies, and experiences to ensure Discovery remains at the forefront of capability development. Leadership and team development: Builds high-performing teams by developing capability, fostering accountability, and creating an environment where people can thrive and grow. Learning experience and ecosystem design: Designs and enables integrated learning ecosystems that support performance, leadership effectiveness, and employee growth. Change and transformation leadership : Leads organisational capability through periods of change by fostering resilience, adaptability, and a growth mindset. Governance, quality and operational excellence: Ensures effective governance, operational efficiency, and delivery excellence across all capability development initiatives. Leadership Capability Development: Develops leadership capability by creating meaningful development experiences that strengthen leadership effectiveness, support succession readiness, and enable organisational performance. Personal Attributes and Skills Commercially credible and learner-centred: Understands the connection between product knowledge, financial planning, sales capability, learner confidence and business outcomes. Balances commercial urgency with quality learning design, compliance awareness and learner readiness. Organised and delivery-focused: Plans carefully, manages multiple schedules and projects, and maintains strong attention to detail across complex learning delivery environments. Anticipates operational risks and resolves issues quickly to protect the learner and stakeholder experience. Collaborative and influential: Works effectively across DIT, the management team, Instructional Design, operations, product, compliance and business teams to align expectations and deliver practical solutions. Communicates clearly, builds trust and influences stakeholders through professionalism, evidence and delivery credibility. People leader and coach: Develops others through coaching, feedback, capability-building and role-modelling high standards of facilitation and preparation. Creates a safe, accountable team environment where quality, continuous improvement and ownership are expected. Quality and governance-minded: Upholds Discovery standards for learning delivery, documentation, audit readiness, version control, attendance records and reporting. Handles learner, assessment and business information professionally and within required governance boundaries. Education and Experience Relevant degree and/or postgraduate qualification in learning and development, business, commerce, financial planning, education, human resources , organisational development or a related field. Extensive senior-level experience leading a training, sales enablement, facilitated learning, product learning, financial planning learning or distribution learning function in a complex financial services environment. Proven experience managing managers and/or senior specialists, including accountability for team structure, performance, coaching, capacity planning, capability development and delivery standards. Strong understanding of learning strategy, facilitated delivery models , adult learning principles, learning operations, sales capability development, LMS -enabled learning , evaluation , governance and project delivery. Demonstrated ability to partner with senior management and cross-functional teams to translate strategic objectives into practical learning solutions, governance routines, delivery plans and measurable outcomes. Excellent strategic planning, stakeholder management, people leadership, written communication, facilitation, coaching , analytical and problem-solving skills. EMPLOYMENT EQUITY The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.