National Sales Capability Manager - FMCG

Position (Designation) : National Sales Capability Manager

Dept/Division : Sales/Corporate Centre

Grade : Manager

Location : Mumbai

Purpose of the Role :

- The role would be a part of the Centre of Excellence (COE) team for creating & driving the Sales Capabiliity framework for the India Business. This role will partner with the business teams to create & build Capability of the Sales fieldforce & Sales frontline teams.

Qualification & Experience :

- Sales fundamentals understanding (General & Modern Trade Channel)

- MBA (Sales & Marketing) with minimum 5 years experience

Key Deliverables of the Role :

- Create & Drive Sales Development framework for India Business

- Create the Sales Capability roadmap for India Business in line with long term Sales objectives

- Design and Drive effective POS (Points of Sales) Selling process for different Channels and measure effectiveness

- Benchmarking the current capability structure across industry & identify gaps in existing structure

- Design & drive capability initiatives cutting across all sales channels

- Design and Develop Programs to fulfill the capability gaps in the Selling organization

- Create and Drive Sales Capability Metrics & related efficiencies.

- Change Management and Capability Development for Select Few GTM Projects in India

- Anchoring Bangladesh Specific Projects

Anchoring the GTM strategy & roadmap for Company

- Influence Bangladesh Senior Management for adoption of best practices arrived through diagnosis & drive change management to embed in the Sales teams

- Outlet Network Expansion

Skills and Competencies :

- Networking & Influencing

- Ability to influence non-reporting relationships

Functional :

- Expertise in FMCG Sales processes

- Strong Planning & Analytical skills

Reporting Relationships :

- Upwards - Head Sales Transformation & Sales Capability

Other Key Functional Interfaces :

- Internal - Sales Leadership teams, DSDM, HR function

- External - Associates, Consulting partners, Trade partners

Growth Path & Future :

- Vertical growth into Sales Leadership roles

- Parallel movements into Sales Development & Trade Marketing roles