Sales Capability Manager

Department: BU Nigeria
Location: Lagos (Nigeria)
Contract: Permanent
Sector: Consumer goods
Vacancies: 1
Work modality: Hybrid

GBfoods

En GBfoods ofrecemos soluciones culinarias en muchos paises de Europa y África, con marcas locales y de prestigio en cada uno de los mercados, como por ejemplo Jumbo, Gallina Blanca, Erasco, Gino, Liebig, Star, Bama, D&L, Grand'Italia and Blå Band, entre otras.

Nuestro Propósito “Celebrating local flavours” se centra en empoderar y cuidar cada una de las comunidades locales a las que pertenecemos y resaltar sus sabores auténticos. Algunas de nuestras marcas locales han estado en las cocinas de los consumidores durante más de un siglo, y se han posicionado como marcas realmente deseadas, así como profundamente arraigadas en la cultura local.

Hoy, con una facturación de alrededor de 1400 millones de euros y un equipo de unas 3.600 personas, somos la opción preferida por los consumidores.

Job description

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

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.
Strategic thinking with the ability to translate commercial strategy into capability and execution plans.
Strong facilitation, coaching, and executive presentation skills.
Excellent stakeholder management across Sales, Trade Marketing, HR, Finance, and Distributors.
Strong people leadership — able to build, manage, and develop a capability/training team.
High level of self-motivation, resilience, and willingness to travel extensively.
Proficiency in SFA/CRM platforms (e.g., Salesforce, SAP, LEAFIO, or similar RTM/DMS platforms) configuration, reporting, and adoption management.
Advanced Excel (pivot tables, formulas, data modelling) and Power BI or similar BI tools for building performance dashboards.
Instructional design skills — able to build training curricula and materials using frameworks such as ADDIE or 70-20-10.
Working knowledge of Learning Management Systems (LMS) for tracking certification and training completion.
Data analysis skills — able to interpret sales/distribution data (sell-in/sell-out, numeric/weighted distribution, share of shelf) to diagnose capability gaps.
Familiarity with incentive/commission scheme design and modelling.
Comfortable using PowerPoint/Google Slides for board-level reporting and facilitation materials.

Department: BU Nigeria
Location: Lagos (Nigeria)
Contract: Permanent
Sector: Consumer goods
Vacancies: 1
Work modality: Hybrid

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