Sales Capability Manager at GBfoods Africa

GBfoods Africa - Our history begins with our brand, Gallina Blanca, founded in Barcelona in 1937.  But this is only the beginning of a long and exciting journey.

Today, with turnover of around €1,3 Billion and a staff of around 3,600 employees, GBfoods is present in more than 50 countries in Europe and Africa. They include Spain, Italy, Germany, France, Belgium, the Netherlands, Sweden, Finland, Nigeria, Ghana, Algeria and Senegal, among others.

We are recruiting to fill the position below:

Job Title: Sales Capability Manager

Location: Nigeria
Department: BU Nigeria
Contract: Permanent

Job Responsibilities
Strategic Capability Leadership:

• Own and drive the end-to-end Sales Capability strategy, aligned to the company's commercial growth targets and route-to-market model.
• Design competency frameworks and career progression pathways for all sales roles benchmarked against best-in-class FMCG/food manufacturing practice.
• Present capability strategy, budget, and ROI to Commercial Leadership and Executive Committee.
• Own the annual Sales Capability budget, including training vendor contracts, tools, and incentive program spend.

Capability Building & Training:

• Design and deliver advanced training curricula: consultative/solution selling, negotiation, category management, distributor management, and RTM execution.
• Build and lead a team of internal sales trainers/coaches; set their objectives and develop their capability.
• Design and oversee onboarding academies for new sales hires to reduce time-to-productivity.
• Partner with HR/L&D to certify sales staff and integrate capability standards into performance management and promotion criteria.

Field Coaching & Performance:

• Establish a structured field coaching cadence (GROW model or similar) and audit its execution across regions.
• Build the capability of Sales Managers/Supervisors as front-line coaches, holding them accountable for team development.
• Own sales productivity KPIs (volume/value per rep, outlet coverage, perfect store execution, distribution) and drive corrective interventions.

Sales Tools, Process & RTM Design:

• Own the design and continuous improvement of sales playbooks, journey plans, call cycles, and merchandising/execution standards.
• Lead the deployment, adoption, and optimization of SFA/CRM platforms; own data quality and usage governance.
• Design incentive schemes, sales contests, and recognition programs that drive target behaviours, in partnership with Finance and HR.
• Partner with Trade Marketing/Category teams on capability requirements for NPD launches, promotions, and seasonal campaigns.

Distributor & Trade Capability:

• Lead capability-building programs for distributor sales teams, merchandisers, and third-party trade partners.
• Design distributor scorecards and capability audits as part of the broader RTM excellence agenda.

Data, Insight & Continuous Improvement:

• Use sales performance and CRM data to diagnose capability gaps by region/territory/role and prioritise interventions.
• Build dashboards and report that link capability investment to business outcomes (growth, market share, productivity, retention).
• Benchmark capability practices against competitors and global FMCG standards; bring in external best practice.

Requirements

• 10–14+ years' progressive experience in Sales, Trade Marketing, or Sales Capability/L&D roles within FMCG or food manufacturing, including senior field sales leadership (e.g., Regional Sales Manager or above).
• Proven track record designing and scaling sales capability programs across a multi-region sales force.
• Prior management experience leading trainers/coaches or a sales team.
• Deep familiarity with Nigerian RTM structures — distributors, wholesalers, open markets, modern trade, and informal trade.
• Strategic thinking with the ability to translate commercial strategy into capability and execution plans.
• Strong facilitation, coaching, and executive presentation skills.
• Excellent stakeholder management across Sales, Trade Marketing, HR, Finance, and Distributors.
• Strong people leadership — able to build, manage, and develop a capability/training team.
• High level of self-motivation, resilience, and willingness to travel extensively.
• Proficiency in SFA/CRM platforms (e.g., Salesforce, SAP, LEAFIO, or similar RTM/DMS platforms) configuration, reporting, and adoption management.
• Advanced Excel (pivot tables, formulas, data modelling) and Power BI or similar BI tools for building performance dashboards.
• Instructional design skills — able to build training curricula and materials using frameworks such as ADDIE or 70-20-10.
• Working knowledge of Learning Management Systems (LMS) for tracking certification and training completion.
• Data analysis skills — able to interpret sales/distribution data (sell-in/sell-out, numeric/weighted distribution, share of shelf) to diagnose capability gaps.
• Familiarity with incentive/commission scheme design and modelling.
• Comfortable using PowerPoint/Google Slides for board-level reporting and facilitation materials.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online