Sales Capability Manager - FMCG

Responsible to drive Capability initiatives & processes. Building robust systems & processes to drive the development objectives of Sales Field force. Keeping the Sales team abreast of the latest skills required through training,etc., thereby creating the right mindset & attitude among the Sales team. Leading projects & driving efficiency.

Job Requirements:

Education : MBA

Experience : 6 years experience in FMCG Sales / capability

Key Responsibilities :

Outcomes expected:

S&D Project Management:

Effective rollout, communication, implementation & documentation of:

- Systems (channel segmentation, driving sales strategy)

- Processes (sales processes defined as WoW)

- Leading projects

Build Sales Force Capability by facilitating customized interventions & Team Building:

- Facilitate training to build capabilities for sales team

- Evaluate present status & identify training gaps

- Design modules, interventions & tools

- Conduct training programs

- Follow-up & evaluation of learning of training

- Build internal sales training capability by training the recognized Training Champions to coach effectively

Driving core S&D efficiency areas:

- Facilitate national initiatives (KAT workshop, Score card, Activation & Engagement program etc) to impact channels & geographies

- Ensure involvement & training of sales force on customer engagement initiatives (e.g. AW Management workshop, STAR program etc)

- Establish & align the sales force to best practices identified through external & internal benchmarking

Liaison with HR & Sales for people related activities:

- Induct the new joinees in the sales system

- Design & continuously improve Induction programmes for New Joiners

- Evaluate & review performance

Participate with HR & sales in:

- Recruitment & selection of sales force

- Career planning exercise for sales force

- Talent assessment for manning channel strategy

Liaison with Brands for Region - specific initiatives:

Support the brand in the region for:

- New product launches

- Focus brand related initiatives

- Design & deploy ""best in class"" contests/incentive programmes in line with regions/Brand priorities

Review & Refine tools & processes:

- Collect feedback on the tools, processes etc.

- Identify & remove bottlenecks to their implementation

- Continuously improve the tools & processes as per requirements

Collecting Required Market information - 

- Visit the market to understand & benchmark competitor moves & activities

- Check implementation of tools & learning of training