
Sales Coach
2 weeks ago
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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