Retail

Sales Capability Manager At Alan & Grant

Alan & Grant·Lagos, nigeria·Full Time·Contract
RetailFull TimeContract
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Job Summary

  • Responsible for architecting the sales capability strategy for the organisation building the people, processes, tools, and
  • performance systems that drive sales force effectiveness nationwide.

Key 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

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.

Key skills

BA/BSc/HND
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At a glance

Company

Alan & Grant

Location

Lagos, nigeria

Employment

Full Time

Experience

Valid until

Not specified

Created

July 10, 2026

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