Capability Manager

Requirements

• Bachelor’s degree in Business Administration, Marketing, or related field.
  
• Professional certifications in Sales, Coaching, or Learning & Development are an advantage.
  
• 7–10 years commercial or sales experience, preferably within FMCG.
  
• Proven track record of strong field sales performance and leadership.
  
• Experience coaching or developing sales teams is highly desirable.
  
• Prior exposure to training, facilitation, or capability development is an advantage but not mandatory.
  

Commercial Capability Development

• Design and implement capability programs to improve salesforce effectiveness and execution standards.
  
• Identify capability gaps across sales teams, distributors, and field execution processes.
  
• Develop structured learning journeys for sales roles across different levels.
  
• Embed best practices in route-to-market execution, territory management, and customer engagement.
  

Training & Facilitation

• Deliver impactful training sessions, workshops, and field coaching programs.
  
• Provide on-the-job coaching to sales managers and field teams.
  
• Develop training materials, playbooks, toolkits, and standard operating procedures.
  
• Support onboarding programs for new commercial employees.
  

Performance Improvement & Sales Excellence

• Partner with commercial leaders to improve productivity and sales performance.
  
• Drive initiatives focused on revenue growth, market penetration, and execution excellence.
  
• Support implementation of sales processes, tools, and performance management frameworks.
  
• Monitor adoption of capability programs and ensure behavioral change in the field.
  

Stakeholder Collaboration

• Work closely with Sales, Marketing, Supply Chain, and HR teams to align capability initiatives with business priorities.
  
• Support leadership development for sales managers and supervisors.
  
• Engage external training partners where required.
  

Monitoring & Reporting

• Track training effectiveness, sales capability improvements, and performance outcomes.
  
• Analyze field performance data to identify improvement opportunities.
  
• Provide regular reports and recommendations to leadership.