Sales Capability Manager

Sales Capability Manager

TGI Nigeria Ltd has the mandate to focus on highly competitive & growth intensive sectors: Culinary, Condiments & Other Packaged Foods.

The company has been assigned to design a fundamentally robust FMCG business model - based on the principles of Insight Driven Strategic Marketing and grounded on an efficient Sales, Distribution and Logistic inf...

Sales Capability Manager

• Job Type Full Time
• Qualification BA/BSc/HND
• Experience 10 years
• Location Lagos
• Job Field Sales and Business Development

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.

DUTIES & RESPONSIBILITIES

SALES CAPABILITY STRATEGY AND DEVELOPMENT

• 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.

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.

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.

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.

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.

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.

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.