REGIONAL SALES TRAINING LEAD – AMERICAS

About the job

• MSCI is looking for an experienced, commercially minded Sales Training Lead to join our Learning and Skills team, supporting Client Coverage across the United States, Canada, Mexico and South America . This is a senior individual contributor and hands-on sales training role for someone who knows what great selling looks like and can translate that experience into practical, engaging and high-impact sales training.
• The role will be responsible for designing, building, facilitating and embedding sales and sales management training across the Americas. This includes sales skills, client conversations, opportunity management, sales methodology, value positioning, sales plays, coaching, onboarding, skills bootcamps and ongoing practice and reinforcement. The successful candidate will combine strong sales credibility with excellent training, facilitation, coaching and instructional design capability . They will be equally comfortable building a new training intervention at pace, facilitating a room of experienced sales professionals, coaching a sales manager, running practical skills drills, or adapting a global sales programme for a regional audience. This person must understand that the Americas is not a single homogeneous market. The ability to recognise regional and cultural nuance across the United States, Canada, Mexico and South America , and adapt training accordingly, will be essential.
• The role requires someone who can operate successfully within a complex global organisation, navigate multiple stakeholders and work in an agile way. However, these capabilities support the primary purpose of the position: building better salespeople and better sales managers through outstanding sales training and coaching . Working closely with Client Coverage leaders and managers, alongside Product, Marketing, Research and Learning & Skills colleagues, the Regional Sales Training Lead will ensure sales training is practical, relevant, timely and directly connected to the skills required to perform.
• Sales Skills Training and Facilitation
• Design and deliver high-impact sales skills training for Client Coverage professionals across the Americas.
• Facilitate practical training in areas including prospecting, discovery, questioning, client conversations, value articulation, objection handling, opportunity management, negotiation, solution positioning and closing.
• Build learning around real MSCI sales situations, client scenarios and opportunities , ensuring training is grounded in the day-to-day reality of Client Coverage.
• Create highly experiential learning using practice, role-play, simulations, case studies, peer learning and feedback rather than relying primarily on presentation-led training.
• Observe sales behaviours and provide credible, specific and actionable feedback.
• Facilitate confidently with experienced sales professionals and senior commercial audiences.
• Create an environment where salespeople can practise, receive feedback and improve their performance.
• Sales Methodology and Skills Reinforcement
• Embed MSCI's sales methodology and associated sales behaviours consistently across the region.
• Translate sales methodology from a framework into observable, repeatable behaviours that salespeople can apply in live opportunities.
• Establish a regular drumbeat of sales skills drills, practice sessions, refreshers and reinforcement .
• Partner with sales managers to reinforce methodology and skills in the flow of work.
• Build practical tools, job aids, conversation guides and performance support that help salespeople apply learning after training.
• Identify where sales behaviours are not being consistently applied and develop targeted interventions to address gaps.
• Build Training at Pace
• Design, build and deploy sales training rapidly in response to emerging commercial requirements.
• Translate new sales plays, products, client use cases and market opportunities into practical sales training.
• Create learning interventions that move beyond product knowledge to answer: How do we sell this? Who do we sell it to? What client problem does it solve? What questions should we ask? How do we articulate the value?
• Apply strong instructional design principles while maintaining speed and commercial relevance.
• Work in an agile and iterative way , piloting interventions, gathering feedback and rapidly improving them.
• Adapt and reuse existing learning where appropriate rather than unnecessarily building from scratch.
• Use AI and learning technologies to accelerate content creation, scenario development, practice and reinforcement.
• Sales Management Training and Coaching
• Design and deliver training that strengthens the capability of frontline sales managers .
• Develop managers' skills in sales coaching, opportunity coaching, pipeline management, performance conversations, feedback and accountability.
• Help managers move beyond managing sales activity to coaching the behaviours that improve sales performance .
• Equip managers with practical coaching frameworks, tools and routines they can use with their teams.
• Facilitate manager practice sessions using real sales and coaching scenarios.
• Support managers to reinforce training and create ongoing skills development within their teams.
• Build consistent, repeatable sales management behaviours across the Americas.
• New Hire Sales Onboarding and Productivity
• Lead the sales skills components of Client Coverage onboarding across the Americas .
• Design and deliver sales bootcamps that accelerate new joiners' readiness and confidence.
• Ensure onboarding combines MSCI and product knowledge with practical selling skills and client application .
• Build opportunities for new hires to practise client conversations, positioning, questioning and sales scenarios before applying them with clients.
• Partner with managers to reinforce skills following formal onboarding.
• Continuously improve onboarding based on new-hire, manager and performance feedback.
• Focus on reducing time-to-productivity , not simply completing an onboarding curriculum.
• Sales Plays and Commercial Training
• Partner with Product, Marketing, Research and Client Coverage to turn priority sales plays and commercial opportunities into effective sales training .
• Translate complex product and market information into simple, client-relevant sales conversations.
• Build training that helps salespeople understand the client need, buying context, value proposition, discovery questions, positioning and likely objections associated with a sales play.
• Create opportunities for Client Coverage colleagues to practise the conversation , not simply learn the content.
• Support launches with targeted training, skills practice and reinforcement.
• Ensure salespeople can confidently move from knowing the proposition to selling the proposition .
• Regional Sales Training
• Build a strong understanding of Client Coverage teams and sales capability requirements across the United States, Canada, Mexico and South America .
• Recognise differences in client environments, market maturity, culture and commercial practices across the Americas.
• Adapt facilitation, examples, scenarios and training approaches appropriately while maintaining consistency in MSCI's core sales standards.
• Develop strong relationships with regional Client Coverage leaders and managers to identify sales skill priorities.
• Balance global consistency with regional relevance , ensuring training works in practice within different Americas markets.
• Connect with global Learning & Skills colleagues to share best practices and scale successful sales training.
• Measure Sales Training Impact
• Establish clear outcomes for sales training interventions and determine how success will be measured.
• Build strong feedback loops with salespeople and managers to understand whether learning is being applied.
• Measure changes in confidence, capability, behaviour and relevant sales performance indicators.
• Use manager observation and coaching feedback to assess whether skills are transferring into day-to-day selling.
• Continuously improve training based on learner, manager and business feedback.
• Demonstrate the return on skill, time and investment associated with key sales training initiatives.
• Focus on behavioural application and improved sales performance rather than attendance and completion.
• 5–10 years' experience combining client-facing sales with sales training, sales enablement, sales coaching or sales leadership development , ideally within financial services, asset management, investment solutions or a sophisticated B2B sales environment.
• Previous experience in a successful client-facing sales role , providing first-hand understanding of the realities and pressures of selling.
• Significant experience designing and facilitating sales training for professional sales audiences.
• Strong knowledge of sales skills including discovery, questioning, value articulation, objection handling, opportunity management, negotiation and client conversations.
• Experience embedding sales methodologies and repeatable sales behaviours .
• Demonstrated sales coaching capability with both individual salespeople and frontline sales managers.
• Strong instructional design capability and the ability to build practical, experiential learning .
• Proven ability to build high-quality sales training at pace in response to emerging business needs.
• Exceptional facilitation skills and the credibility and presence to challenge and develop experienced sales professionals .
• Strong commercial acumen and understanding of how sales skills contribute to pipeline, client engagement and revenue performance.
• Ability to translate complex products, propositions and market information into simple and compelling client conversations .
• Experience using role-play, simulations, skills drills, observation and feedback to build sales capability.
• Strong understanding of, or significant experience working within, the Americas region , with awareness of differences across the United States, Canada, Mexico and South America.
• Ability to operate effectively within a complex, global and matrixed organisation and influence stakeholders without direct authority .
• Ability to work in an agile, pragmatic and iterative way , managing multiple training priorities simultaneously.
• High levels of self awareness and abilily to adapt to auducneces.
• Desirable Experience
• Experience delivering sales training across multiple Americas markets.
• Experience within financial markets, investment management, indices, analytics, data or investment technology.
• Experience building and delivering sales manager development programs .
• Experience designing sales onboarding and sales bootcamps.
• Experience translating product launches and sales plays into practical sales training.
• Experience designing blended and multi-modal sales learning solutions.
• Familiarity with tools such as Salesforce, Highspot and digital learning platforms .
• Experience using AI to accelerate training design, sales simulations, practice and coaching.
• Relevant sales coaching, adult learning, instructional design or coaching qualifications.
• Financial services accreditation such as IMC, CFA or equivalent.