Job particulars
- Job title
- Sales Capability Manager
- Hiring organisation
- s Expand Recruitment Services
- Location
- Nairobi, Kenya
- Employment type
- Full-time
- Work arrangement
- On-site
- Industry
- Sales & Marketing
- Level
- Management
- Experience
- 3+ years
- Posted
- 30 Sept 2026
- Closing date
- 13 Oct 2026
Key responsibilities
- Problem Solving, Judgement & Impact.
- Problem Solving – Diagnose root causes of sales performance gaps using sales data, field observations, customer insights and capability assessments. Develop practical solutions that address both people and process issues.
- Commercial Judgement – Determine which sales capability and excellence initiatives will have the greatest commercial impact and prioritize resources accordingly.
- Data-Based Decisions – Use sales, productivity, distribution, SFA and execution data to identify trends, opportunities and performance risks.
- Field Judgement – Balance data with realities from the marketplace, including distributor capability, customer behavior, competitor activity and sales-force constraints.
- Prioritization – Distinguish between issues requiring training, coaching, process changes, technology, organizational changes or stronger performance management.
- Continuous Improvement – Identify opportunities to simplify sales processes, eliminate non-value-adding activities and improve selling time and productivity.
- Change Management – Assess organizational readiness and lead adoption of new sales processes, tools, capabilities and ways of working.
- Cross-Functional Judgement – Influence Sales, Marketing, Finance, HR, Supply Chain and IT to implement solutions without necessarily having direct authority over them.
- Risk Management -Identify risks that could negatively affect sales execution, capability, customer coverage, productivity or commercial performance and recommend mitigating actions.
- Impact Orientation -Ensure every major initiative has measurable business outcomes and clear ownership.
- Key Accountability Typical Activity / Output % of Time (Optional)
- Sales Capability Strategy.
- Develop and execute the sales capability strategy aligned to commercial priorities. Capability strategy, competency framework and annual capability plan 20%.
- Sales Force Effectiveness & Productivity Improve productivity of the sales organization through better deployment, coverage, routines and ways of working. Productivity diagnostics, territory optimization, customer coverage model.
- Establish standardized sales processes and best practices across channels and markets.
- Sales playbook, SOPs, Sales routines, field execution standards 30%.
- Sales Manager Excellence and Coaching Build the capability of sales managers to coach, manage performance and lead teams effectively. Manage coaching framework and field coaching program 15%.
- Sales Tools, SFA & Digital Excellence Drive adoption and effectiveness of SFA and other sales productivity tools. SFA standards & adoption dashboards 15%.
- Continuous Improvement & Commercial Project s Identify and lead initiatives that improve sales effectiveness, execution and commercial productivity. Transformational projects, productivity initiatives, ROI assessments 20%.
Candidate requirements
- (E. g. Degree level, Certifications etc.)
- Bachelors Degree of Commerce, Business Administration, Economics or any other relevant discipline.
- A Master’s Degree/MBA will be an added advantage.
- Professional qualifications in Sales, Marketing, Commercial Excellence, Learning & Development or related disciplines will be an advantage.
- (Preferred level of experience or type of experiences e. g. entry, working, significant, deep professional)
- 6-10 Years of progressive experience in FMCG, consumer goods or another highly competitive commercial environment.
- At least 3 years experience in a sales capability, sales excellence, sales operations, commercial excellence, trade marketing or sales leadership role.
- At least 2-3 years of practical field sales or sales management experience is strongly preferred.
- Demonstrated experience in building sales capability and improving sales-force effectiveness, rather than experience limited to classroom training.
- Proven experience designing and implementing sales processes, sales routines, performance-management systems and field execution standards.
- Experience in developing and implementing sales competency frameworks, training programs, coaching systems and sales playbooks.
- Demonstrated experience in sales force productivity, territory optimization, customer coverage, route-to-market and sales execution.
- Proven ability to translate capability interventions into measurable commercial outcomes.
- Regional/East African FMCG experience is an added advantage.
- Technical and Professional Skills:.
- (E. g. Specific systems, tools or expertise)
- Experience working with Sales Automation (SFA), Power BI, Excel or other commercial analytics platforms.
- Demonstrated expertise leading cross functional projects and change management initiatives.
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Hiring organisation
s Expand Recruitment Services