Manager - Sales Capability - FMCG/Consumer Durables

Job Title: Sales Capability Manager

Job Overview:

- The Sales Capability Manager would play a critical role in enhancing the sales effectiveness and efficiency of the organization.

- Major focus areas are in-depth capability identification and assessment for on-ground sales team, strong pulse of market to improve representation of our sales team, constant overview on upgrading quality of talent and good sync up with sales leadership team to drive all initiatives to build an effective high performing sales team.

- Product understanding and impactful orientation to sales team is an important attribute for the role.

Key Responsibilities:

1. Capability Assessment: Conduct regular assessments of the sales team's capabilities to identify strengths and areas for improvement. Utilize data-driven insights to evaluate performance metrics and provide recommendations for targeted training interventions.

2. Market Visits and Gap Identification: Regularly visit markets, interact with sales teams and observe customer interactions to gain insights into market trends and customer needs, and competitor activities. Identify specific skill gaps within the sales team, provide one-on-one coaching and support to respective sales representative to improve their sales techniques, product knowledge, and customer engagement skills.

3. Superior Product Understanding: Being a technology company, we would expect our sales team to have an in depth understanding of our products, what differentiating parameters they have to pass it on effectively to retailers, distributor and customers. This accountability lies with the capability manager.

4. Talent Assessment and Upgrade Process: Design and implement a systematic and sustainable process for talent assessment, performance evaluation, and skills development. Establish clear criteria and metrics for assessing sales talent, and regularly review and update the assessment process to align with evolving business needs and sales objectives.

5. Strong business and product onboarding of sales team: Collaborate with onboarding team to develop and oversee the sales onboarding program to ensure a smooth transition and integration into the organization. Continuously evaluate and refine the onboarding process based on feedback and performance outcomes.

6. Impactful Design for Sales Training: Design, develop, and implement sales training programs to enhance the skills and capabilities of the sales team. This includes creating training materials, modules, and resources tailored to various levels of expertise within the sales organization. Prepare MoR converging all aspects of training such as coverage, effectiveness, spends etc

7. Collaboration with Sales Leadership: Partner with sales leadership to align capability development initiatives with organizational goals and sales strategies. Communicate regularly with sales managers and executives to understand their priorities, challenges, and requirements for sales effectiveness.