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:
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 recent joiners through structured field induction programs.
Ensure effective implementation of sales processes at distributor points.
Monitor retail execution and provide performance feedback.
Classroom / Virtual Training (30%)
Conduct induction training for recent 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
Current 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)