Commercial Capability Manager

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.