Sales Capability Lead

General Purpose

The Sales Capability and Efficiency Lead is responsible for driving the development, implementation, and continuous improvement of sales capabilities, tools, processes, and performance systems across the organization. This role ensures that the sales team operates at maximum efficiency and is equipped with the skills, knowledge, and resources to achieve business objectives.

Key Responsibilities / Tasks

• Design and execute training programs and development plans to enhance the skills and competencies of the sales force (both direct and indirect).
• Collaborate with HR and Sales Managers to identify capability gaps and build structured learning roadmaps.
• Implement coaching frameworks and support field coaching initiatives.

• Analyze current sales processes and identify opportunities for streamlining and automation.
• Lead the implementation of tools and systems to increase sales productivity (e.g., CRM, route optimization, sales dashboards).
• Monitor sales team performance metrics and provide actionable insights.

• Develop and maintain performance scorecards and KPIs for sales teams.
• Drive adoption of performance management routines, including regular reviews, planning cycles, and feedback mechanisms.

• Work closely with Commercial, Marketing, Trade, and Supply Chain teams to ensure alignment on sales strategies and initiatives.
• Act as a key liaison between the field force and headquarters for capability building and performance-related topics.

• Lead change management efforts related to new tools, systems, or processes within the sales organization.
• Ensure clear communication and training support during transitions.

Experience / Qualifications

Education:

• Bachelor’s degree in business administration, Marketing, or related field.

Experience:

• 5+ years of experience in Sales, Commercial Excellence, or Capability Development, ideally within FMCG.
• Proven track record of building and managing sales partnerships and achieving revenue targets
• Strong on negotiation, communication, and interpersonal skills.
• Ability to analyze sales data and market trends to drive strategic decisions.
• Strong organizational skills and attention to detail.