Sales Capability Specialist
Role Overview
The role improves the effectiveness and productivity of the B2B sales force by connecting sales performance analysis with people development.
The description refers to the position as Sales Development Analyst, while the source title is Sales Capability Specialist.
Key Skills for This Role
Full Job Posting
Role purpose
The role improves the effectiveness and productivity of the B2B sales force by connecting sales performance analysis with people development.
The description refers to the position as Sales Development Analyst, while the source title is Sales Capability Specialist.
Sales analysis and insights
- Analyze sales by channel, product performance, margins, customer segmentation, and salesperson productivity.
- Use trend and variance analysis, Excel, BI tools, and CRM data to identify performance gaps.
- Prepare reports and presentations on sales force capabilities and performance for management.
- Use data and field observations to identify skill or knowledge deficits and create targeted development plans.
People development and collaboration
- Deliver training sessions and workshops, and conduct field coaching to reinforce learned skills and best practices.
- Manage capability development during new-hire onboarding.
- Coordinate with Sales Management, Marketing, and Trade Marketing to align programs with strategy and product launches.
- Communicate with the sales force, gather feedback, clarify expectations, and build collaborative relationships.
Skills and competencies
- Sales data analysis at a basic to intermediate level and advanced Excel, including pivot tables, formulas, and data visualization.
- Experience with CRM systems such as Salesforce or HubSpot and BI tools such as Power BI or Tableau.
- Training design and facilitation, presentation, communication, and interpersonal skills.
- Change management, business acumen, and understanding of FMCG B2B distributor models and channel dynamics.
- The posting identifies conversion, deal size, range selling, training uptake, report quality, actionable insights, competency gains, feedback, and new-hire ramp-up as performance indicators.
Requirements
- Basic to intermediate sales data analysis capability.
- Advanced Microsoft Excel proficiency, including pivot tables, formulas, and data visualization.
- Experience with CRM systems and BI tools to extract and interpret data.
- Ability in training design and facilitation.
- Strong presentation, verbal and written communication, and interpersonal skills.
- Change management skills to support adoption of new processes.
- Business acumen and understanding of FMCG B2B distributor models and channel dynamics.
- Interest in continuous self-development and staying current on FMCG B2B trends.
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