Sales Coach

2 hours ago

Patna, Bihar, India Mercury Solutions Limited Full time ₹ 5,00,000 - ₹ 8,00,000 per year

Job Title: Sales Coach
Job Purpose

To drive sales excellence by coaching and developing the capabilities of Zone Sales Managers (ZSMs), Territory Sales Managers (TSMs), distributors, and channel partners (Authorised Service Centers & Promoters). The Sales Coach will focus on enhancing productivity, ensuring adherence to sales processes, and enabling consistent and sustainable business growth.

Key Responsibilities

  • Capability Building
  • Design and deliver structured coaching programs for ZSMs, TSMs, and channel partners to build core sales competencies.
  • Conduct on-the-job coaching, role plays, and feedback sessions to improve field execution.
  • Identify performance gaps and recommend learning interventions.
  • Sales Process Excellence
  • Ensure rigorous adherence to sales processes, including prospecting, conversion, distribution management, and market coverage.
  • Monitor sales KPIs and work closely with field teams to address shortfalls in performance.
  • Performance Management
  • Track sales team performance and productivity metrics regularly.
  • Work with ZSMs and TSMs to develop action plans for underperforming territories or team members.
  • Support in designing individual development plans (IDPs).
  • Partner Development
  • Build capability within distributor teams, ASCs, and promoters to ensure aligned execution in trade.
  • Support recruitment, onboarding, and training of new channel partners and field sales staff.
  • Field Engagement
  • Regularly accompany ZSMs and TSMs on market visits to provide real-time coaching and feedback.
  • Evaluate market execution standards and share insights for improvement.
  • Collaboration
  • Work closely with HR, L&D, and Sales Leadership to align coaching initiatives with business strategy.
  • Share insights and best practices across zones and teams to build a culture of continuous learning.

Key Requirements

  • Experience:
  • 6–10 years in Sales or Sales Training roles, preferably in FMCG, Consumer Durables, or Telecom.
  • Proven track record in leading teams and driving sales performance.
  • Education:
  • Bachelor's degree required. MBA in Sales/Marketing or related field preferred.
  • Skills:
  • Strong coaching and mentoring skills.
  • Excellent communication and interpersonal abilities.
  • Data-driven mindset with the ability to analyze and act on performance metrics.
  • Ability to influence and inspire cross-functional and geographically dispersed teams.

Key Success Metrics

  • Improvement in sales KPIs across teams coached.
  • Increased adherence to sales process metrics.
  • Uplift in capability scores from assessments and feedback.
  • Retention and performance of coached sales team members.
  • Distributor/channel partner satisfaction and engagement scores.

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