Sales Capability Manager - FMCG

Role Overview: As a Sales Capability Building Manager, your role is crucial in enhancing sales performance across divisions by coaching, training, and empowering the frontline salesforce. Your primary focus will be on ensuring supervisory excellence and consistent execution to drive sustainable performance in the market. Key Responsibilities: - Conduct structured coaching sessions for DSMs and SOs in the field to enhance their sales capabilities. - Facilitate Train-the-Trainer (TTT) programs for ASMs and ZMs to strengthen their supervisory coaching skills. - Ensure structured on-the-job training (OJT) by ASMs/ZMs to their respective teams. - Design and execute regional training interventions aligned with business priorities. - Drive consistency in execution standards including productivity, coverage, range selling, visibility, and distributor management. - Establish feedback loops for continuous improvement of sales practices. - Develop training content such as presentations, videos, and micro content for effective delivery. Salesforce Quality & Manpower Health: - Monitor and support manpower strength, recruitment quality, and attrition trends, especially at DSM levels. - Collaborate with HR & Sales Leadership to ensure timely hiring, induction, and capability readiness, while maintaining a talent pipeline. - Dedicate significant time in the market and travel to deliver coaching sessions. Key Deliverables / KPIs: - Measure % of DSMs/SOs coached based on coverage & quality scores. - Track improvement in frontline productivity metrics (ECO, range selling, outlet coverage). - Evaluate manpower health score including attrition rate, quality of hiring, and bench strength. - Assess training impact by comparing pre vs. post performance of trained batches. Qualification Required: - Experience: 5-10 years in FMCG frontline sales with exposure to ASM/Sr. ASM/ZM roles preferred, along with 1-2 years of training experience. - Skills: Strong coaching ability, structured problem-solving, effective communication, and people development orientation. - Competencies: Passion for capability building, willingness to travel extensively, cross-category adaptability, and high influencing skills. - Education: MBA / PG in Sales & Marketing preferred; graduates with a robust FMCG sales track record are also encouraged to apply.,