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
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
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
Sales Capability Strategy & Program Design
Develop a comprehensive capability-building roadmap for:
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:
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.
Training Delivery & Field Immersion
Lead end-to-end rollout of training programs across regions.
Institutionalize a “learn → apply → coach” model:
Classroom/digital interventions
On-the-job coaching in markets
Spend significant time (~30–40%) in-market:
Work alongside salesmen, CEs, and ASMs
Demonstrate best practices
Provide real-time coaching and feedback
Build

📌 Sales Learning Gurugram
🏢 PepsiCo
📍 Gurugram