Sales Capability Manager

2 days ago

Haridwar, Uttarakhand, India BRL | Business Research Labs Full time ₹ 12,00,000 - ₹ 36,00,000 per year

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.

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