Sales Excellence & Capability Development Manager

Role Purpose
To enhance the effectiveness, productivity, and capability of the sales organization by driving sales excellence initiatives, capability development, performance management, digital adoption, and data-driven execution. The role is responsible for improving frontline productivity through structured capability building, standardized sales processes, analytics, technology adoption, and continuous performance improvement, thereby delivering sustainable business growth.

1. Sales Excellence & Productivity
• Co-work and implement Sales Excellence frameworks across all sales channels.
• Drive leading indicators including ECO, Lines per Bill, Bill Cuts, Strike Rate, Value per Order, Outlet Productivity and Sales per Salesman.
• Monitor productivity dashboards and recommend corrective actions.

2. Performance Management
• Partner target setting and territory planning.
• Partner in developing KPI scorecards and performance dashboards.
• Drive Monthly, Mid-Month and Quarterly Business Reviews.
• Assist in performance assessment.

3.



Sales Capability Development
• Assist in capability gaps and create learning journeys.
• Co-work and Conduct functional and behavioural training.
• Measure training effectiveness and business impact.

4. Sales Ways of Working
• Drive SFA adoption, attendance compliance, Feet on Street (FOS), Effective Field Time (EFT) and Customer Facing Time (CFT).
• Conduct regular field coaching and improve execution standards.

5. Digital Transformation & Analytics
• Improve adoption of DMS and SAF and digital sales tools.
• Assist in sales analytics dashboards and actionable insights.

6. AI & Personalized Selling
• Partner in prescriptive selling initiatives.
• Develop SKU recommendation, MSL compliance, upsell and cross-sell recommendations.

7. Sales Force Engagement
• Partner with HR on career development program
• Design incentive and recognition programmes.
• Support succession planning and

📌 Sales Excellence Manager (Kolkata)
🏢 SAJ Food Products (P) Ltd(Bisk Farm)
📍 Kolkata