Sales Coach

Job Title: Sales Coach

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

• Design and deliver structured coaching programs for ZSMs, TSMs, and channel partners to build core sales competencies.
• Conduct on-the-job coaching, role plays, and feedback sessions to improve field execution.
• Identify performance gaps and recommend learning interventions.

• Sales Process Excellence

• Ensure rigorous adherence to sales processes, including prospecting, conversion, distribution management, and market coverage.
• Monitor sales KPIs and work closely with field teams to address shortfalls in performance.

• Performance Management

• Track sales team performance and productivity metrics regularly.
• Work with ZSMs and TSMs to develop action plans for underperforming territories or team members.
• Support in designing individual development plans (IDPs).

• Partner Development

• Build capability within distributor teams, ASCs, and promoters to ensure aligned execution in trade.
• Support recruitment, onboarding, and training of new channel partners and field sales staff.

• Field Engagement

• Regularly accompany ZSMs and TSMs on market visits to provide real-time coaching and feedback.
• Evaluate market execution standards and share insights for improvement.

• Collaboration

• Work closely with HR, L&D, and Sales Leadership to align coaching initiatives with business strategy.
• Share insights and best practices across zones and teams to build a culture of continuous learning.

Key Requirements

• Experience:

• 6–10 years in Sales or Sales Training roles, preferably in FMCG, Consumer Durables, or Telecom.
• Proven track record in leading teams and driving sales performance.

• Education:

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

• Skills:

• Strong coaching and mentoring skills.
• Excellent communication and interpersonal abilities.
• Data-driven mindset with the ability to analyze and act on performance metrics.
• 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.