Role & responsibilities

• Coaching and Training
• Deliver comprehensive sales training programs tailored to the unique challenges and dynamics of the FMCG industry.
• Provide hands-on coaching to sales representatives, focusing on product knowledge, merchandising techniques, and effective customer engagement strategies.
• Identify opportunities for continuous improvement and conduct targeted training sessions.
• Product Knowledge and Market Trends
• Stay updated on product offerings, market trends, and competitor activities within the sector.
• Ensure that the sales team is well-versed in product features, benefits, and differentiation points.
• Integrate market insights into coaching sessions to enhance the team’s understanding of customer needs.
• Route-to-Market Strategies
• Collaborate with sales leadership to optimize route-to-market strategies.
• Provide guidance on effective distribution, shelf placement, and retail execution to maximize product visibility.
• Coach the team on merchandising best practices to drive sales in various retail environments.
• Performance Analysis
• Analyse sales performance data, including sell-through rates, inventory levels, and market share.
• Work closely with sales managers to set realistic targets and monitor progress.
• Conduct regular performance assessments to identify strengths and areas for improvement.
• Retailer Relationship Building
• Assist the sales team in developing and maintaining strong relationships with key retailers and distributors.
• Provide coaching on negotiation skills and collaborative strategies to secure favourable shelf space and promotional opportunities.
• Ensure alignment between the brand’s objectives and retailer expectations.
• Promotional Strategy Implementation
• Work with marketing teams to understand upcoming promotions and campaigns.
• Coach the sales team on effectively implementing promotional strategies at the retail level.

Monitor the impact of promotions on sales and adjust coaching strategies accordingly

Preferred candidate profile

• Minimum work experience of 10 years.
• Bachelor’s degree in Business, Marketing, or a related field. Master’s degree is a plus.
• Minimum 5 years of experience within FMCG Sales industry is a must.
• Minimum 5 years of proven experience in sales coaching within the FMCG industry.
• In-depth knowledge of FMCG products, market dynamics, and retail channels.
• Strong communication and interpersonal skills.
• Familiarity with trade marketing and promotional strategies.

Certifications in coaching or training programs are advantageous.

Perks and benefits