Capability Building Manager – Sales

To design, develop, and implement training and capability-building interventions for the frontline sales force, including Territory Sales Incharges (TSIs), Area Sales Managers (ASMs), and Distributor Sales Representatives (DSRs). This role ensures consistent execution of sales processes and builds a future-ready sales organization aligned with FMCG best practices.

Identify skill gaps across sales roles and develop targeted learning interventions.

Improvement in field KPIs (sales, outlet productivity, execution scores)

Adoption rate of sales processes and digital tools

Design the annual capability calendar aligned with sales priorities & GTM strategy

Collaborate with sales leadership, HR, and training partners

Train teams on sales automation tools (DMS, SFA), analytics dashboards, beat planning

On-the-Job Coaching & Market Working

Support capability audits during performance review cycles

Key Skills & Competencies:

FMCG field sales systems, GTM, and distribution models

Field coaching ability with strong interpersonal skills

Proficiency in tools like Excel, PowerPoint, and digital learning platforms

Qualifications & Experience:

MBA in Sales, Marketing from reputed institute

8–12 years of experience in FMCG sales, with at least 2–4 years in sales capability, training, or sales excellence.

Experience in managing pan-India or multi-region sales capability initiatives is preferred

Must have similar experience in Southern region