Commercial Capability Manager at GBfoods

Job Responsibilities
Strategic Capability Leadership:

• 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. 

Capability Building & Training:

• 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. 

Field Coaching & Performance:

• 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. 

Sales Tools, Process & RTM Design:

• 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. 
• Design incentive schemes, sales contests, and recognition programs that drive target behaviours, in partnership with Finance and HR. 
• Partner with Trade Marketing/Category teams on capability requirements for NPD launches, promotions, and seasonal campaigns. 

Distributor & Trade Capability: 

• Lead capability-building programs for distributor sales teams, merchandisers, and third-party trade partners. 
• Design distributor scorecards and capability audits as part of the broader 
• RTM excellence agenda. 

Data, Insight & Continuous Improvement: 

• Use sales performance and CRM data to diagnose capability gaps by region/territory/role and prioritise interventions. 
• Build dashboards and report that link capability investment to business outcomes (growth, market share, productivity, retention). 
• Benchmark capability practices against competitors and global FMCG 
• standards; bring in external best practice. 

Requirements

• 8–12+ 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.  
• Proven track record designing and scaling sales capability programs across a multi-region sales force.  
• Deep familiarity with Nigerian RTM structures — distributors, wholesalers, open markets, modern trade, and informal trade.