Sales Capability Manager at Alan & Grant

Exciting Career Opportunity: Sales Capability Manager at Alan & Grant

Are you a seasoned sales strategist with a passion for building high-performing teams, designing cutting-edge training frameworks, and driving national sales force effectiveness? Alan & Grant, a leading Human Resources and Business Advisory firm, is seeking a visionary Sales Capability Manager to architect and lead the sales capability strategy for their client.

In this critical leadership role, you will be responsible for building the people, processes, tools, and performance systems that drive sales force effectiveness nationwide. You will bridge the gap between commercial strategy and field execution, ensuring that the sales force is equipped to meet and exceed growth targets in a highly competitive market.

Key Responsibilities

1. Strategic Capability Leadership

• Strategy Ownership: Own and drive the end-to-end Sales Capability strategy, aligned with the company’s commercial growth targets and route-to-market (RTM) model.
• Framework Design: Design competency frameworks and career progression pathways for all sales roles, benchmarked against best-in-class FMCG and food manufacturing practices.
• Executive Alignment: Present the capability strategy, budget, and ROI to the Commercial Leadership and Executive Committee.
• Budget Management: Own the annual Sales Capability budget, including training vendor contracts, tools, and incentive program spend.

2. Capability Building & Training

• Curriculum Development: Design and deliver advanced training curricula focusing on consultative/solution selling, negotiation, category management, distributor management, and RTM execution.
• Team Leadership: Build and lead a dedicated team of internal sales trainers and coaches; set their objectives and develop their capabilities.
• Onboarding Excellence: Design and oversee onboarding academies for new sales hires to drastically reduce time-to-productivity.
• HR & L&D Collaboration: Partner with HR/L&D to certify sales staff and integrate capability standards into performance management and promotion criteria.

3. Field Coaching & Performance

• Coaching Cadence: Establish a structured field coaching cadence (GROW model or similar) and audit its execution across regions.
• Manager Empowerment: Build the capability of Sales Managers and Supervisors as front-line coaches, holding them accountable for team development.
• KPI Alignment: Own and drive sales productivity KPIs including volume/value per rep, outlet coverage, perfect store execution, and distribution.

4. Sales Tools, Process & RTM Design

• Execution Playbooks: Own the design and continuous improvement of sales playbooks, journey plans, call cycles, and merchandising/execution standards.
• Platform Optimization: Lead the deployment, adoption, and optimization of SFA/CRM platforms; own data quality and usage governance.

Key Requirements

To succeed in this role, candidates must possess a blend of strategic planning capabilities and deep operational field sales experience in the FMCG sector:

• Experience: 10–14+ years of progressive experience in Sales, Trade Marketing, or Sales Capability/L&D roles within FMCG or food manufacturing, including senior field sales leadership (e.g., Regional Sales Manager or above).
• Track Record: A proven track record of designing and scaling sales capability programs across a multi-region sales force.
• Leadership: Prior management experience leading trainers/coaches or a sales team.
• Market Knowledge: Deep familiarity with Nigerian RTM structures — distributors, wholesalers, open markets, modern trade, and informal trade.
• Tech Savviness: Proficiency in SFA/CRM platforms (e.g., Salesforce, SAP, LEAFIO, or similar RTM/DMS platforms) configuration, reporting, and adoption management.
• Core Skills: Strategic thinking with the ability to translate commercial strategy into capability and execution plans.

Method of Application:
Interested and qualified? Go to Alan & Grant on alanandgrant.zohorecruit.com to apply.