Abbott - Sales Capability Manager - FMCG

Sales Capability Manager - FMCG Experience is a must)

Job Purpose:

- Drive High-Performance culture in the Abbott Consumer's Sales Function by developing and implementing right Performance Measures and Ways-of-Working using a learning model comprising formal training, learning relationships & on the job learning. 

- The scope includes about half of all Field Force, i.e. the on-roll Sales Force (~100 TSMs, 27 ASMs) and off-roll Feet On Street(~330 FTEs) in the four regions. The incumbent will work closely with the regional & corporate sales leadership team to design and deliver capability building solutions, primarily through training, and be responsible for achieving the desired learning outcomes in the targeted groups.

Key Responsibilities :

Sales Performance Management : 

- Conceptualize, develop & implement performance management strategy in the sales force to identify & improve low performance areas to enhance sales growth.

- Drive incentive programs to enhance individual & team performance.

- Design & implement Field Force Effectiveness training programs to enhance Feet On Street productivity.

Field-Force Ways-of-working : 

- Embed new Ways of Working in the sales force at all levels to simplify and standardize Daily-Weekly-Monthly sales processes.

- Support roll-out of automation initiatives to help field force adopt technology solutions

- Evaluate & reinforce 3rd party staffing processes for the off-roll Feet-On-Street.

Functional Training : 

- Evaluate present status & identify training gaps in filed force.

- Design and deliver Sales Capability programs as per a planned annual training calendar.

- Build capability for New Product Launches with Field-force Training

- Follow-up & assess quality of learning outcome from functional training.

- Build internal sales training capability by developing Training Champions to coach effectively.

- Design & implement a Learning-Management-System(LMS) to deliver relevant Sales functional-capability modules digitally at high frequency.

Liaison with HR & Sales Team for people related activities.

- Induct new joinees in the sales system

- Design, evaluate & continuously improve Induction programmes for New Joiners

- Participate with HR & Sales teams in recruitment & selection of field sales force

- Career planning exercise for field sales force.

Engage with Field Force : 

- Check implementation quality of learning & development tools.

- Collect & leverage relevant market Intelligence to strengthen Capability building strategy.

Education & Experience : 

- Overall 9+ years experience with  4+ years in field sales role

- 1+ years in a Sales Training/Capability role

- Minimum 5-6 years experience in FMCG /Consumer Industry is a must

- MBA from a premier B-School preferred