Sales Capability Manager

• Problem Solving - Diagnose root causes of sales performance gaps using sales data, field observations, customer insights and capability assessments. Develop practical solutions that address both people and process issues.
• Commercial Judgement - Determine which sales capability and excellence initiatives will have the greatest commercial impact and prioritize resources accordingly.
• Data-Based Decisions - Use sales, productivity, distribution, SFA and execution data to identify trends, opportunities and performance risks.
• Field Judgement - Balance data with realities from the marketplace, including distributor capability, customer behavior, competitor activity and sales-force constraints.
• Prioritization - Distinguish between issues requiring training, coaching, process changes, technology, organizational changes or stronger performance management.
• Continuous Improvement - Identify opportunities to simplify sales processes, eliminate non-value-adding activities and improve selling time and productivity.
• Change Management - Assess organizational readiness and lead adoption of new sales processes, tools, capabilities and ways of working.
• Cross-Functional Judgement - Influence Sales, Marketing, Finance, HR, Supply Chain and IT to implement solutions without necessarily having direct authority over them.
• Risk Management -Identify risks that could negatively affect sales execution, capability, customer coverage, productivity or commercial performance and recommend mitigating actions.
• Impact Orientation -Ensure every major initiative has measurable business outcomes and clear ownership.                      

  Key Accountability    Typical Activity / Output    % of Time (Optional)
Sales Capability Strategy
        Develop and execute the sales capability strategy aligned to commercial priorities. Capability strategy, competency framework and annual capability plan                                                                                                  20%
Sales Force Effectiveness & Productivity     Improve productivity of the sales organization through better deployment, coverage, routines and ways of working. Productivity diagnostics, territory optimization, customer coverage model
Establish standardized sales processes and best practices across channels and markets 
Sales playbook, SOPs, Sales routines, field execution standards    30%
Sales Manager Excellence and Coaching     Build the capability of sales managers to coach, manage performance and lead teams effectively. Manage coaching framework and field coaching program    15%
Sales Tools, SFA & Digital Excellence     Drive adoption and effectiveness of SFA and other sales productivity tools. SFA standards & adoption dashboards     15%
Continuous Improvement & Commercial Project s    Identify and lead initiatives that improve sales effectiveness, execution and commercial productivity. Transformational projects, productivity initiatives, ROI assessments    20%

Education / Qualifications:

(e.g. Degree level, Certifications etc.)

• Bachelors Degree of Commerce, Business Administration, Economics or any other relevant discipline
• A Master’s Degree/MBA will be an added advantage
• Professional qualifications in Sales, Marketing, Commercial Excellence, Learning & Development or related disciplines will be an advantage

Experience:

(preferred level of experience or type of experiences e.g. entry, working, significant, deep professional)

• 6-10 years of progressive experience in FMCG, consumer goods or another highly competitive commercial environment
• At least 3 years experience in a sales capability, sales excellence, sales operations, commercial excellence, trade marketing or sales leadership role
• At least 2-3 years of practical field sales or sales management experience is strongly preferred.
• Demonstrated experience in building sales capability and improving sales-force effectiveness, rather than experience limited to classroom training
• Proven experience designing and implementing sales processes, sales routines, performance-management systems and field execution standards
• Experience in developing and implementing sales competency frameworks, training programs, coaching systems and sales playbooks
• Demonstrated experience in sales force productivity, territory optimization, customer coverage, route-to-market and sales execution
• Proven ability to translate capability interventions into measurable commercial outcomes
• Regional/East African FMCG experience is an added advantage.

Technical and Professional Skills:

(e.g. Specific systems, tools or expertise)

•   Experience working with Sales Automation (SFA), Power BI, Excel or other commercial analytics platforms                          
•   Demonstrated expertise leading cross functional projects and change management initiatives