Sales Capability Manager - FMCG

Job Description

Role Purpose To build sales capability across divisions by coaching, training, and enabling the frontline salesforce (DSMs & SOs), and ensuring supervisory excellence through ASMs and ZMs. The role acts as a capability partner to the sales organization, ensuring consistent execution, quality manpower, and sustainable performance in the market. Key Responsibilities -Capability Building & Coaching Conduct structured coaching sessions for DSMs and SOs in the field. Run Train-the-Trainer (TTT) programs for ASMs and ZMs to strengthen supervisory coaching skills. Ensure structured on-the-job training (OJT) by ASMs/ZMs to their teams. -Training & Deployment Design and execute regional training interventions aligned with business priorities. Drive consistency in execution standards ? productivity, coverage, range selling, visibility, and distributor management. Create feedback loops for continuous improvement of sales practices. Create content to delivery training (presentations, videos, micro content) -Salesforce Quality & Manpower Health Monitor and support manpower strength, recruitment quality, and attrition trends, particularly at DSM levels. Partner with HR & Sales Leadership to ensure timely hiring, induction, and capability readiness ; Maintain a talent pipeline across divisions. Spend significant time in market , travel to deliver coaching Key Deliverables / KPIs % of DSMs/SOs coached (coverage & quality scores). Improvement in frontline productivity (ECO, range selling, outlet coverage). Manpower health score ? attrition, quality of hiring, bench strength. Training impact ? pre vs. post performance of trained batches. Candidate Profile Experience : 5?10 years in FMCG frontline sales; exposure to ASM/Sr. ASM/ZM roles preferred. 1-2 year of training experience Skills : Strong coaching ability, structured problem-solving, communication, and people development orientation. Competencies : Passion for capability building, ability to travel extensively, cross-category adaptability, high influencing skills. Education : MBA / PG in Sales & Marketing preferred; graduates with strong FMCG sales track record may also apply.