Sales Capability Manager

Alan & Grant is seeking an experienced Sales Capability Manager to architect and drive the sales capability strategy across the organization, building the people, processes, tools, and performance systems that enable sales force effectiveness nationwide.

Responsibilities

Strategic Capability Leadership

• Own and drive end-to-end Sales Capability strategy aligned to 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
• Manage the annual Sales Capability budget, including training vendor contracts, tools, and incentive program spend

Capability Building & Training

• Design and deliver advanced training curricula in consultative/solution selling, negotiation, category management, distributor management, and RTM execution
• Build and lead a team of internal sales trainers/coaches; set 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

Field Coaching & Performance

• Establish structured field coaching cadence (GROW model or similar) and audit execution across regions
• Build 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

Sales Tools, Process & RTM Design

• Own design and continuous improvement of sales playbooks, journey plans, call cycles, and merchandising/execution standards
• Lead 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
• Senior field sales leadership experience (e.g., Regional Sales Manager or above)
• Proven track record designing and scaling sales capability programs across 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, informal trade)
• Proficiency in SFA/CRM platforms (e.g., Salesforce, SAP, LEAFIO, or similar RTM/DMS platforms)
• Strategic thinking with ability to translate commercial strategy into capability and execution plans

How to Apply

Interested and qualified candidates should apply via Alan & Grant on alanandgrant.zohorecruit.com