Sales Capability Manager

About the role

The Sales Capability Manager is responsible for driving measurable improvement in sales force effectiveness and commercial performance. This role focuses on increasing sales productivity, sustainable profitable growth, and the adoption of best‑in‑class sales processes across the organization.

Key responsibilities

• Develop and execute a sales capability strategy aligned with commercial priorities, including a competency framework and annual plan.
• Improve sales force productivity through territory optimization, coverage models, and standardized sales routines.
• Build sales manager excellence by designing and managing coaching frameworks and field coaching programs.
• Lead adoption and effectiveness of Sales Force Automation (SFA) tools and other digital productivity solutions.
• Identify, prioritize, and lead continuous‑improvement and commercial projects that enhance sales execution and ROI.

Required profile

• Bachelor’s degree in Commerce, Business Administration, Economics or a related field; a Master’s/MBA is a plus.
• 6‑10 years of progressive experience in FMCG or a highly competitive commercial environment, including at least 3 years in sales capability, sales excellence or commercial excellence roles.
• 2‑3 years of practical field sales or sales‑management experience, with a proven track record of building sales capability and improving sales‑force effectiveness.

Required skills

• Experience with Sales Automation (SFA) platforms.
• Proficiency in Power BI for commercial analytics.
• Advanced Excel skills for data analysis and reporting.