Sales Capability Manager - FMCG

Role Purpose

To build sales capability across divisions by coaching, training, and enabling the frontline salesforce (DSMs & SOs), and ensuring supervisory excellence through ASMs and ZMs. The role acts as a capability partner to the sales organization, ensuring consistent execution, quality manpower, and sustainable performance in the market.

Key Responsibilities

-Capability Building & Coaching

• Conduct structured coaching sessions for DSMs and SOs in the field.
• Run Train-the-Trainer (TTT) programs for ASMs and ZMs to strengthen supervisory coaching skills.
• Ensure structured on-the-job training (OJT) by ASMs/ZMs to their teams.

-Training & Deployment

• Design and execute regional training interventions aligned with business priorities.
• Drive consistency in execution standards – productivity, coverage, range selling, visibility, and distributor management.
• Create feedback loops for continuous improvement of sales practices.
• Create content to delivery training (presentations, videos, micro content)

-Salesforce Quality & Manpower Health

• Monitor and support manpower strength, recruitment quality, and attrition trends, particularly at DSM levels.
• Partner with HR & Sales Leadership to ensure timely hiring, induction, and capability readiness ; Maintain a talent pipeline across divisions.
• Spend significant time in market , travel to deliver coaching

Key Deliverables / KPIs

• % of DSMs/SOs coached (coverage & quality scores).
• Improvement in frontline productivity (ECO, range selling, outlet coverage).
• Manpower health score – attrition, quality of hiring, bench strength.
• Training impact – pre vs. post performance of trained batches.

Candidate Profile

• Experience

  : 5–10 years in FMCG frontline sales; exposure to ASM/Sr. ASM/ZM roles preferred. 1-2 year of training experience

• Skills

  : Strong coaching ability, structured problem-solving, communication, and people development orientation.

• Competencies

  : Passion for capability building, ability to travel extensively, cross-category adaptability, high influencing skills.

• Education

  : MBA / PG in Sales & Marketing preferred; graduates with strong FMCG sales track record may also apply.