Sales Capability Manager

This role involves enhancing national sales force productivity and execution excellence by developing capability building frameworks, sales academy programs, training systems, sales processes, technology adoption and performance management initiatives that support the company's growth ambitions.

Responsibilities

• Partner with Sales Leadership to build and execute the company's sales Capability blueprint.
• Develop and manage the company's Sales Academy.
• Build functional capability across frontline sales teams and sales managers.
• Develop training frameworks, competency models and capability roadmaps.

2. TRAINING DESIGN, DELIVERY AND EFFECTIVENESS

• Design annual capability calendar and training roadmap.
• Develop simple, practical and effective training content and tools.
• Conduct classroom, virtual and field-based capability interventions.
• Measure learning effectiveness through assessments, field audits and KPI improvement.
• Facilitate transfer of best practices across regions and channels.

3. FIELD COACHING AND EXECUTION EXCELLENCE

• Conduct regular field accompaniment and on-the-job coaching.
• Evaluate compliance with sales standards and ways of working.
• Identify capability gaps and implement corrective interventions.
• Support key execution programs and market excellence initiatives.

4. SALES SYSTEMS, TECHNOLOGY AND PROCESS MANAGEMENT

• Drive adoption and optimization of SFA, DMS and sales productivity tools.
• Develop refresher programs for SFA and DMS users.
• Support development of technology solutions for sales force effectiveness.
• Monitor usage compliance and provide performance insights.

5. ROLE PROFILING, ONBOARDING AND TALENT DEVELOPMENT

• Develop sales role profiles and competency frameworks.
• Map responsibilities and capability requirements for each role.
• Design onboarding programs and toolkits for new employees.
• Support career development and succession planning initiatives.

6. PERFORMANCE MANAGEMENT AND REWARDS

• Develop sales KPI frameworks, incentive schemes and recognition programs.
• Lead sales accreditation and certification initiatives.
• Support annual objective setting and periodic performance reviews.
• Partner with leaders on Performance Improvement Plans for underperformers.

7. DATA ANALYTICS, GOVERNANCE AND KPI MANAGEMENT

• Monitor capability scorecards and productivity improvement metrics.
• Prepare capability effectiveness reports and dashboards.
• Ensure completion of key capability programs and compliance targets.

• KPIs include training completion, productivity improvement, SFA/DMS adoption, accreditation completion, coaching frequency and sales capability impact.

Requirements

• Bachelor's Degree or HND in Business Administration, Marketing or related discipline.
• Postgraduate qualification in Sales, Marketing, HR or Business Management preferred.
• Completion of NYSC where applicable.
• Minimum 10 years FMCG experience with exposure to Sales and Capability Development.
• Minimum 3 years experience in Sales Capability, Training or Learning & Development leadership role.
• Strong understanding of route-to-market, sales operations and field execution.

Benefits

• Make an impact: Work in an environment where individual ideas and contributions are valued.
• Own your growth: Benefit from a culture that emphasizes continuous learning and gives people room to shape their professional journey.
• Think entrepreneurially: Join a culture rooted in entrepreneurial drive, diversity and innovation.
• Build real commercial capability: TGI’s commercial talent development approach emphasizes hands-on market experience and exposure to sales operations and channels.
• Bring your experience to something new: TGI’s experienced-hire proposition explicitly encourages professionals to use their existing skills and experience in new areas of opportunity.