Commercial Capability Manager at GBfoods

Job Responsibilities
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.