Sales Capability Manager at GBfoods

Job description

• We are seeking an experienced Sales Capability Manager to drive the development and execution of our sales capability strategy across Nigeria.
• The role is responsible for enhancing sales force effectiveness by building the right people, processes, tools, and performance systems that support sustainable commercial growth.

Key Responsibilities

• Develop and implement the company's sales capability strategy aligned with business growth objectives.
• Design competency frameworks, career development pathways, and succession plans for sales teams.
• Create and deliver training programs covering consultative selling, negotiation, category management, distributor management, and route-to-market (RTM) execution.
• Lead onboarding and certification programs to accelerate new hire productivity.
• Establish and manage structured field coaching programs for Sales Managers and field teams.
• Drive sales productivity and field execution excellence through performance improvement initiatives.
• Develop and maintain sales playbooks, journey plans, call cycles, and merchandising standards.
• Lead adoption and optimization of Sales Force Automation (SFA), CRM, and other sales enablement tools.
• Build capability development programs for distributors, merchandisers, and trade partners.
• Analyze sales and CRM data to identify capability gaps and recommend interventions.
• Develop dashboards and reports that link capability investments to business outcomes.
• Manage sales capability budgets, training vendors, and capability projects.
• Partner closely with Sales, Trade Marketing, HR, Finance, Operations, and external stakeholders to deliver business results.

Requirements

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 10-14 years' experience in Sales, Trade Marketing, Sales Capability, Learning & Development, or related commercial functions within FMCG or Food Manufacturing.
• Previous experience in a senior sales leadership role (Regional Sales Manager, National Sales Manager, or equivalent).
• Demonstrated success in designing and implementing large-scale sales capability and training programs.
• Prior experience leading sales trainers, coaches, or large field sales teams.
• Strong understanding of the Nigerian Route-to-Market landscape, including distributors, wholesalers, open markets, modern trade, and informal trade channels.