Sales Capability Manager

Job Purpose:

The role is critical to drive measurable improvement in sales force effectiveness and commercial performance. Delivery of higher sales productivity and sustainable profitable growth.

Problem Solving, Judgement & Impact

• 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