Overview

Job Description

Role Title: Associate Director – Sales Capability

Level: L10

Function: Commercial / Sales

Location: Gurgaon, India

Role Purpose

Lead the design and execution of sales capability development across frontline sales teams to drive superior in-market execution and sustainable business growth. The role will blend structured capability building with hands-on field coaching to ensure translation of training into on-ground performance.

Success Metrics

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- Improvement in frontline productivity and execution KPIs
- Capability adoption across regions
- Improvement in sales team effectiveness (CE/ASM capability scores)
- Measurable ROI from training interventions

Leadership Expectations

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- Acts as a bridge between strategy and execution
- Leads by example through field immersion
- Builds a high-performance learning culture within sales teams

Responsibilities

Key Responsibilities

1. Sales Capability Strategy & Program Design

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- Develop a comprehensive capability-building roadmap for:

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- Frontline Salesmen (FLS)
- Customer Executives (CEs)




- Area Sales Managers (ASMs)
- Identify capability gaps across markets, channels, and roles using performance data and field insights.
- Design functional training modules covering:

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- Route-to-market execution
- Perfect store / outlet execution standards
- Sales fundamentals (coverage, distribution, visibility, productivity)
- Negotiation and influencing skills
- Distributor management
- Pace/ tech Usage
- WEC Adoption
- Ensure alignment of capability programs with business priorities and commercial strategy.

2. Training Delivery & Field Immersion

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- Lead end-to-end rollout of training programs across regions.
- Institutionalize a “learn → apply → coach” model:

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- Classroom/digital interventions
- On-the-job coaching in markets
- Spend significant time (~30–40%) in-market:

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- Work alongside salesmen, CEs, and ASMs
- Demonstrate best practices
- Provide real-time coaching and feedback
- Build

📌 Sales Learning (Gurugram)
🏢 PepsiCo
📍 Gurugram