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Project Details

Consultant - Sales capability

A leading consumer goods MNC

 Delhi / NCR

Posted on:  7/01/2020

Cinque Terre

Starts on:  31/01/2020




Distribution/channel management, Territory/regional sales management, Sales/Sales & Distribution Head, Sales Operations, Sales forecasting/market planning,


Personal &Household Products

Company Details

A leading consumer goods MNC

Assignment Details

A leading consumer goods MNC is looking to on board a Sales capability Consultant to Drive High-Performance culture in the Sales Function by designing and implementing right Performance Measures and Ways-of-Working. The scope includes all Sales Executives and Off-roll Field Force across General Trade, Rural and Modern Trade channels in India. The incumbent needs to lead the Regional Capability Executives & work closely with Regional Sales Capability Development Managers & Sales Leadership team to design and deliver capability solutions.

The project deliverables are as follows:

1. Sales Performance Management
o Implement 9-box performance management in field force to achieve targeted 9 Box Distribution to enhance Sales growth
o Evaluate effectiveness and deliver sharp incentive programs for all sales team
o Lead National-level Field Force Effectiveness projects to enhance distributor sales rep productivity

2. Field-Force Ways-of-working
o Embed new Ways of Working in our Sales Executives to simplify and standardize Daily-Weekly-Monthly sales processes
o Support roll out of key automation initiatives to improve store assortment with capability programs
o Launch optimized staffing Models for extended field force and establish Third party management processes

3. Functional Training
o Design and deliver Sales Capability programs as per calendar
o Build capability for New Product Launches with Field-force Training
o Leverage Learning-Management-System to design and launch relevant Sales functional-capability modules every month

4. Channel Capabilities
o Set up and run the Recruitment, Induction and Assessment Processes for Rural Sales Representatives across India
o Build Modern Trade capability program across levels – KAM, KDE, Promoters, Merchandisers
Support Channel management launches across Wholesale, Sub Distributor, etc with field-force capability building

The project duration is for 1 year full time, onsite in Gurgoan, Delhi NCR.

Skills Required

1. Understanding of LMS technology is a must
2. Analytical Skills – Working on advanced excel is must, VBA is good to have
Leadership Skills to guide and collaborate across regional XSE group of employees
3. Relationship Management for managing POS allocation, plan slip preparation, promotion allocation across team
4. Executional Excellence for top of the line in market execution towards launches and visibility drives
5. Insight – across brands and channels to drive right inputs for execution in market place

Assignment Duration

12 month(s)

Capacity Required

Full Time

No. of Positions


Nature of Work


Profile Requirements

Experience: 12+ years

Qualification: Graduate

fleXpertise required

SalesNew Product LaunchesRegional SalesChannel Sales LMS technology9-box performanceFMCGLeadership




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