Sales Capability Manager
About this role
- Own and drive the end-to-end Sales Capability strategy, aligned to the company's commercial growth targets and route-to-market model.
- Design competency frameworks and career progression pathways for all sales roles benchmarked against best-in-class FMCG/food manufacturing practice.
- Present capability strategy, budget, and ROI to Commercial Leadership and Executive Committee.
- Own the annual Sales Capability budget, including training vendor contracts, tools, and incentive program spend.
- Design and deliver advanced training curricula: consultative/solution selling, negotiation, category management, distributor management, and RTM execution.
- Build and lead a team of internal sales trainers/coaches; set their objectives and develop their capability.
- Design and oversee onboarding academies for new sales hires to reduce time-to-productivity.
- Partner with HR/L&D to certify sales staff and integrate capability standards into performance management and promotion criteria.
- Establish a structured field coaching cadence (GROW model or similar) and audit its execution across regions.
- Build the capability of Sales Managers/Supervisors as front-line coaches, holding them accountable for team development.
- Own sales productivity KPIs (volume/value per rep, outlet coverage, perfect store execution, distribution) and drive corrective interventions.
- Own the design and continuous improvement of sales playbooks, journey plans, call cycles, and merchandising/execution standards.
- Lead the deployment, adoption, and optimization of SFA/CRM platforms; own data quality and usage governance
Requirements
- 10–14+ years' 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).
- Proven track record designing and scaling sales capability programs across a multi-region sales force.
- Prior management experience leading trainers/coaches or a sales team.
- Deep familiarity with Nigerian RTM structures — distributors, wholesalers, open markets, modern trade, and informal trade
- Proficiency in SFA/CRM platforms (e.g., Salesforce, SAP, LEAFIO, or similar RTM/DMS platforms) configuration, reporting, and adoption management
- Strategic thinking with the ability to translate commercial strategy into capability and execution plans
Company at a glance
Alan & Grant, is a firm of consultants creating innovative HR & Enterprise Solutions. We focus on enabling performance improvements around our clients’ people, product and project concerns.
We work with different organizations to conceptualize, build and deploy bespoke solutions aimed at improving overall performance and align workforce to long-term corporate objectives ensuring sustained growth and profitability in the process.
Our core competences are in
HR Advisory Services
Organizational Development (structure, policies, systems audit and development), Outsourcing Management (including people, function and process areas), Employee/HR Analytics, Employee Performance Management Systems, Salary survey and payroll management, Job Evaluation & Design,
Human Capacity Development
Gap Analysis, Competency Assessment & Design, Training Plan Design & Management, Facilitation, Curriculum & Content Development, Graduate Trainee Induction, Learning Academy Design & Development.
Talent Acquisition
Workforce Planning, Talent Sourcing, Executive Recruitment & Selection, Role Outsourcing, Assessment Centre Design & Management.
Enterprise Solutions
Market Research, Product Performance Review, Strategy Development, Quarterly/Yearly Performance Review, Quality Management Systems (ISO Audit, Assessment and Certification Preparation)
Project & Programme Management
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