The Capability Manager will be responsible for strengthening the capabilities of the sales organization by designing and implementing training, coaching, and performance development initiatives. The role will leverage strong field sales experience to build practical, execution-focused capability programs that improve sales effectiveness, route-to-market execution, distributor management, and customer engagement.
Your Job Description
Key Responsibilities
Commercial Capability Development
Design and implement capability programs to improve salesforce effectiveness and execution standards.
Identify capability gaps across sales teams, distributors, and field execution processes.
Develop structured learning journeys for sales roles across different levels.
Embed best practices in route-to-market execution, territory management, and customer engagement.
Training & Facilitation
Deliver impactful training sessions, workshops, and field coaching programs.
Provide on-the-job coaching to sales managers and field teams.
Develop training materials, playbooks, toolkits, and standard operating procedures.
Support onboarding programs for new commercial employees.
Performance Improvement & Sales Excellence
Partner with commercial leaders to improve productivity and sales performance.
Drive initiatives focused on revenue growth, market penetration, and execution excellence.
Support implementation of sales processes, tools, and performance management frameworks.
Monitor adoption of capability programs and ensure behavioral change in the field.
Stakeholder Collaboration
Work closely with Sales, Marketing, Supply Chain, and HR teams to align capability initiatives with business priorities.
Support leadership development for sales managers and supervisors.
Engage external training partners where required.
Monitoring & Reporting
Track training effectiveness, sales capability improvements, and performance outcomes.
Analyze field performance data to identify improvement opportunities.
Provide regular reports and recommendations to leadership.
The Job Requirements
Requirements
Bachelor’s degree in Business Administration, Marketing, or related field
Professional certifications in Sales, Coaching, or Learning & Development are an advantage
7–10 years commercial or sales experience, preferably within FMCG
Proven track record of strong field sales performance and leadership
Experience coaching or developing sales teams is highly desirable
Prior exposure to training, facilitation, or capability development is an advantage but not mandatory