Position Summary
The Sales Coach will be responsible for enhancing the sales capabilities of the aligned team. This individual will be tasked with implementing effective coaching strategies, ensuring product knowledge, and driving sales performance to meet organizational objectives. The role holder will be required to travel to multiple locations as he/she will be responsible for coaching sales representatives/store managers/merchandisers spread across zones/hubs.
Key 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
Qualifiers
- 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.
All your information will be kept confidential according to EEO guidelines.
