Sales Capability Manager
Our client is a major multinational food and beverage manufacturing company.
Job Summary
Responsible for architecting the sales capability strategy for the organisation — building the people, processes, tools, and
performance systems that drive sales force effectiveness nationwide.
Key Responsibilities
Strategic Capability Leadership
- Own and drive the end-to-end Sales Capability strategy, aligned to the company's commercial growth targets and route-to-market model.
- Design competency frameworks and career progression pathways for all sales roles benchmarked against best-in-class FMCG/food manufacturing practice.
- Present capability strategy, budget, and ROI to Commercial Leadership and Executive Committee.
- Own the annual Sales Capability budget, including training vendor contracts, tools, and incentive program spend.
Capability Building & Training
- Design and deliver advanced training curricula: consultative/solution selling, negotiation, category management, distributor management, and RTM execution.
- Build and lead a team of internal sales trainers/coaches; set their objectives and develop their capability.
- Design and oversee onboarding academies for new sales hires to reduce time-to-productivity.
- Partner with HR/L&D to certify sales staff and integrate capability standards into performance management and promotion criteria.
Field Coaching & Performance
- Establish a structured field coaching cadence (GROW model or similar) and audit its execution across regions.
- Build the capability of Sales Managers/Supervisors as front-line coaches, holding them accountable for team development.
- Own sales productivity KPIs (volume/value per rep, outlet coverage, perfect store execution, distribution) and drive corrective interventions.
Sales Tools, Process & RTM Design
- Own the design and continuous improvement of sales playbooks, journey plans, call cycles, and merchandising/execution standards.
- Lead the deployment, adoption, and optimization of SFA/CRM platforms; own data quality and usage governance
Requirements
- 10–14+ years' progressive experience in Sales, Trade Marketing, or Sales Capability/L&D roles within FMCG or food manufacturing, including senior field sales leadership (e.g., Regional Sales Manager or above).
- Proven track record designing and scaling sales capability programs across a multi-region sales force.
- Prior management experience leading trainers/coaches or a sales team.
- Deep familiarity with Nigerian RTM structures — distributors, wholesalers, open markets, modern trade, and informal trade
- Proficiency in SFA/CRM platforms (e.g., Salesforce, SAP, LEAFIO, or similar RTM/DMS platforms) configuration, reporting, and adoption management
- Strategic thinking with the ability to translate commercial strategy into capability and execution plans