Sales Capability Manager

Sales Capability Lead

Functional Reporting: Head - CE

Administrative Reporting: Head - CE

Location: Ahmedabad

Role Purpose:

·      Drive the capability agenda for the sales team in line with the strategic priorities for the organisation

Key Accountabilities/ Responsibilities:

1.     Financial:

·          Custodian of  the budget for capability building agenda, ensuring efficient use of resources and maximizing ROI from optimum allocation

2.     Customer:

·           Collaborate with the sales team to understand their developmental needs and customize development solutions.

3.     Process:

·      Creation and execution of capability blueprint towards building a future ready sales organization

·      Create a cutting edge training content to meet the competency gap

·      Design and implement the sales force rewards system in line with the set objectives

·      Manage and conduct capability development diagnosis, including training needs analyses. Highlight critical sales competencies required and recommend solutions from ASM to Distributor Sales Representative & channels (general trade, modern trade, emerging channels)

·      Process owner of online learning programme

4.     People:

·      Stakeholder Communication: Present insights and recommendations to key stakeholders, driving  capability roadmap in alignment with stragetic priorities

·      Partner with channel Heads for design of capability plan & training calendar for Modern Trade , Food services and E commerce

Key Deliverables:

·      Manage the budget of capability development programme of sales Team

·      Develop high impact training modules

·      Consistent needs gap analysis from capability point of view and provide tailor made solutions

·      Measure the effectiveness of the training content dissemination with linkage to business objectives

·      Select / hire trainers (internal / external) to execute training programmes. Upskill trainers to ensure the execution of quality training programmes.

Key Interactions:

1.     Internal stakeholders: ASMs, SOs, BCEMs, Sales IT, Trade marketing

2.     External stakeholders: Training and content creation agencies, Channel partners, DSRs, PSMs, ISRs

Key Dimensions:

1.     Financial Dimensions:

·      Managing Capability agenda budget

2.     Team:

·      Individual Contributor

Educational Qualifications:   

·      PG Degree in Marketing from Tier 1/2 B-School

Experience (Type & Nature):

·      8-10 years of experience in FMCG Sales with at least more than 2 years in Creating, Implementing and Delivery of capability modules for sales team

Functional Competencies

• Sound knowledge and understanding of FMCG industry / Competitors and latest emerging trend

·      Data analysis and interpretation

• Ability to think strategically and translate complex information/data into clear actions

·      Cross functional collaboration

·      Communication and presentation

Behavioral Competencies:

·      Zydus Neev Behavioural Competency Framework

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