Reporting To: Regional Sales Manager / Training Head
Role Overview:
The FMCG Sales Trainer will be responsible for enhancing the productivity and performance of frontline sales teams through structured classroom training and 70% field-based On-the-Job Training (OJT). The role requires active involvement in the market, working closely with Sales Officers, Territory Sales In-Charges, and Distributors to drive sales excellence.
Key Responsibilities:
1. Field Training & OJT (70%)
- Conduct regular field visits with Sales Officers and Sales Representatives.
- Provide real-time coaching on:
- Outlet coverage & beat planning
- Product pitching & objection handling
- Merchandising standards
- Scheme communication
- Order booking & secondary sales
- Identify skill gaps during market visits and provide corrective coaching.
- Train new joiners through structured field induction programs.
- Ensure effective implementation of sales processes at distributor points.
- Monitor retail execution and provide performance feedback.
2. Classroom / Virtual Training (30%)
- Conduct induction training for new sales hires.
- Deliver refresher training programs on:
- Product knowledge
- Sales techniques
- Negotiation skills
- Distributor management
- Develop training materials, modules, and assessment tools.
- Evaluate training effectiveness through field audits and performance tracking.
Key Performance Indicators (KPIs):
- Improvement in beat productivity
- Increase in outlet coverage & strike rate
- Secondary sales growth
- Reduction in sales team attrition
- Training effectiveness score
- New joiner ramp-up time
Required Skills:
- Strong knowledge of FMCG sales operations
- Hands-on experience in General Trade (GT) / Modern Trade (MT)
- Excellent coaching and mentoring skills
- Robust communication & presentation skills
- Data-driven approach with basic MS Excel knowledge
- Willingness to travel extensively (70% field work mandatory)
Qualification:
- Graduate / MBA preferred
- 4–8 years of FMCG sales experience (minimum 5 years in training role preferred)