About The Role
- The Sales Capability Manager is responsible to support the sales capability programs in the region/branches assigned as per the business requirements.
- The incumbent will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.
Job Responsibilities
- Identification of training needs and support in developing relevant modules, activities, and tools to ensure a consistent and professional approach across with the aim of increasing standards of sales performance.
- Monitoring sales KPIs dashboard (DSP, Pipeline etc) and work with branches to improve on sales KPIs.
- Fully implement sales performance assessment tools and sales capability initiatives
- Work closely with Branch Managers to improve their ability to manage & support sales teams in the field and their ability to manage performance in their area of responsibility.
- Delivery of country specific sales activities to ensure consistency & continuous improvement of sales performance standards. This includes supporting Rentokil PCI Sales Academy Programs.
- Work closely with the local HR team in the recruitment process as needed. This is to ensure that the calibre of salespeople joining the sales team is consistently high and that new recruits possess the appropriate competencies at the right levels. This includes the recruitment of CSEs.
- Active participation & contribution to business strategy development & deployment and in measuring the progress of these strategies.
- Monitors sales team progress against these initiatives and provides feedback to the business/leadership team as and when required.
Key Result Areas
- Support Sales Capability development plan/programs with an objective of improving CSE performance.
- Delivery of Sales Capability Workshop as per the plan
- Branch visit/Field visit with CSE's/SMs at Branch to understand the requirement for capability Development
- Review of CSE, BM on weekly basis to improve sales pipeline and sales performance and develop understanding of sales team in interpretation of data
- Develop understanding of GM & DM in interpretation of DSP, Pipeline, sales matrix, sales dashboard for them to take necessary corrective action.
- Deliver improvement in sales productivity year-on-year.
Requirements
Competencies (Skills essential to the role):
- Knowledge & experience in organisational effectiveness and sales management implementing best practices
- Excellent interpersonal skills and a collaborative management style.
- A demonstrated commitment to high professional ethical standards and a diverse workplace
- Excellent stakeholder management, open to direction and Collaborative work style and commitment to get the job done.
- Ability to challenge and debate issues of importance to the organisation.
- Ability to look at situations from several points of view
- Problem solving
- Ability to work independently
Education
Position Requirements:
Bachelor's degree (or equivalent) with an MBA.
Experience
- 812 years of sales experience in the FMCG sector.
- 34 years of experience in training frontline sales teams.
- Strong understanding of distribution networks.
- Minimum 5 years of stakeholder management experience.
Core Competencies
Proven track record in hardcore sales with strong business acumen.
Excellent communication skills (verbal and written) in English and local languages.
Strong content creation, presentation, and training capabilities.
Highly proficient in Microsoft Office (Excel, PowerPoint, Word).
Effective stakeholder engagement and management skills.
Ability to analyze sales data and prepare actionable insights.
Comfortable with traveling as per business requirements.
Personal Attributes
Results-driven, proactive, and collaborative.
Ability to handle cross-functional teams and drive alignment across stakeholders.
Strong organizational, planning, and multitasking skills.
Location:
Based in Mumbai, willing to travel as required.
Benefits
- Our values lie at the core of our mission and vision. We believe that it's our people who make our company what it is. We believe in:
- Safety
- Integrity
- Innovation
- Learning & Development
- Open & Transparent
