Fmcg Sales Trainer

Location: Ahmedabad

Industry: FMCG

Department: Sales & Training

Reporting To: Regional Sales Manager / Training Head

Role Overview:

The FMCG Sales Trainer will be responsible for enhancing the productivity and performance of frontline sales teams through structured classroom training and 70% field-based On-the-Job Training (OJT). The role requires active involvement in the market, working closely with Sales Officers, Territory Sales In-Charges, and Distributors to drive sales excellence.

Key Responsibilities:

1. Field Training & OJT (70%)

• Conduct regular field visits with Sales Officers and Sales Representatives.
• Provide real-time coaching on:
• Outlet coverage & beat planning
• Product pitching & objection handling
• Merchandising standards
• Scheme communication
• Order booking & secondary sales
• Identify skill gaps during market visits and provide corrective coaching.
• Train new joiners through structured field induction programs.
• Ensure effective implementation of sales processes at distributor points.
• Monitor retail execution and provide performance feedback.

2. Classroom / Virtual Training (30%)

• Conduct induction training for new sales hires.
• Deliver refresher training programs on:
• Product knowledge
• Sales techniques
• Negotiation skills
• Distributor management
• Develop training materials, modules, and assessment tools.
• Evaluate training effectiveness through field audits and performance tracking.

Key Performance Indicators (KPIs):

• Improvement in beat productivity
• Increase in outlet coverage & strike rate
• Secondary sales growth
• Reduction in sales team attrition
• Training effectiveness score
• New joiner ramp-up time

Required Skills:

• Strong knowledge of FMCG sales operations
• Hands-on experience in General Trade (GT) / Modern Trade (MT)
• Excellent coaching and mentoring skills
• Strong communication & presentation skills
• Data-driven approach with basic MS Excel knowledge
• Willingness to travel extensively (70% field work mandatory)

Qualification:

• Graduate / MBA preferred
• 4–8 years of FMCG sales experience (minimum 5 years in training role preferred)