Distributor coach

Job Title: Sales Coach

Payroll: Mercury Solutions Ltd

Job Purpose

To drive sales excellence by coaching and developing the capabilities of Zone Sales

Managers (ZSMs), Territory Sales Managers (TSMs), distributors, and channel partners

(Authorised Service Centers & Promoters). The Sales Coach will focus on enhancing

productivity, ensuring adherence to sales processes, and enabling consistent and sustainable

business growth.

Key Responsibilities

• Capability Building

o Design and deliver structured coaching programs for ZSMs, TSMs, and

channel partners to build core sales competencies.

o Conduct on-the-job coaching, role plays, and feedback sessions to improve

field execution.

o Identify performance gaps and recommend learning interventions.

• Sales Process Excellence

o Ensure rigorous adherence to sales processes, including prospecting,

conversion, distribution management, and market coverage.

o Monitor sales KPIs and work closely with field teams to address shortfalls in

performance.

• Performance Management

o Track sales team performance and productivity metrics regularly.

o Work with ZSMs and TSMs to develop action plans for underperforming

territories or team members.

o Support in designing individual development plans (IDPs).

• Partner Development

o Build capability within distributor teams, ASCs, and promoters to ensure

aligned execution in trade.

o Support recruitment, onboarding, and training of new channel partners and

field sales staff.

• Field Engagement

o Regularly accompany ZSMs and TSMs on market visits to provide real-time

coaching and feedback.

o Evaluate market execution standards and share insights for improvement.

• Collaboration

o Work closely with HR, L&D, and Sales Leadership to align coaching

initiatives with business strategy.

o Share insights and best practices across zones and teams to build a culture of

continuous learning.

Key Requirements

• Experience:

o 6–10 years in Sales or Sales Training roles, preferably in FMCG, Consumer

Durables, or Telecom.

o Proven track record in leading teams and driving sales performance.

• Education:

o Bachelor’s degree required. MBA in Sales/Marketing or related field

preferred.

Skills:

o Strong coaching and mentoring skills.

o Excellent communication and interpersonal abilities.

o Data-driven mindset with the ability to analyze and act on performance

metrics.

o Ability to influence and inspire cross-functional and geographically dispersed

teams.

Key Success Metrics

• Improvement in sales KPIs across teams coached.

• Increased adherence to sales process metrics.

• Uplift in capability scores from assessments and feedback.

• Retention and performance of coached sales team members.

• Distributor/channel partner satisfaction and engagement scores.