The Sales Capability Manager would be responsible for building the capabilities of front line sales reps for selling to maximum potential at each outlet to gain outlet level market share, activate the outlets, build strong customer relationships and adhere to company’s systems and processes through both class room training and on the job coaching.
Key responsibilities include:
Work in the market with sales reps 5 days / week and coach them on the standardized sales call process and improve in all the sales productivity metrics listed below
o PJP Compliance
o Unique Outlets Billed
o % Productive Calls
o Lines/Call
o Total Lines Sold
o Value/Bill
o Share of Visible Inventory (SOVI)
o Total Sales Volume and Value
Conduct Classroom Trainings for new joiners and refresher trainings updated for the current context
Ensure all outlets listed in the Handheld device are active and buying outlets. Remove inactive outlets and replace them with active outlets
Check the Daily Route Coverage Plan and ensure it is rightly planned to utilize the sales rep’s time fully
Train the sales reps to time their calls as per potential of the outlets and build strong customer relationships with top outlets
Ensure all outlets are geo tagged
Ensure the complete call details including stock in the outlet are punched by the sales reps properly after the call
Ensure the sales reps are aware of the incentive plan accurately and are working towards achieving them
With VSRs, train to load out the right mix of SKUs in the Van as per beat potential aligned with company strategy to maximize capacity utilization
Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity
Ensure the backend processes at Key Distributors are conducted as per company policy and the sales and stock are accurately captured in the Distributor Management Software.
Ensure the Reps are deploying the Activation elements at the outlets properly and no material is wasted at distributor points
Attend regional monthly review meetings to share key market observations and reiterate areas of improvement with respect to the KPI and productivity metrics.
Be part of gate meetings and morning reviews with ASM and SO to share market works feedback.
Align with the ASM/SOs on low performing reps and focus on improving their performance with on-the-job coaching
Work with National Capability Manager in updating existing training modules and developing new modules basis the sales team needs
Qualifications
Candidate with good experience in Sales, Sales Capability Development, Route to Market and who has worked bottom up from front line rep level
6-10 Years of sales experience in Process driven FMCG companies in Nigeria
Food and Beverage Industry experience preferred
MBA degree while not mandatory would be an added advantage