Associate Director, Sales Capability Development

About the role

The Associate Director – Sales Capability will lead the design and execution of sales capability programs for frontline sales teams in India. The role blends strategic roadmap creation with hands‑on field coaching to translate learning into measurable on‑ground performance.

Key responsibilities

• Develop a comprehensive capability‑building roadmap for Frontline Salesmen, Customer Executives and Area Sales Managers, identifying gaps through performance data and field insights.
• Design and deliver functional training modules covering route‑to‑market execution, perfect‑store standards, sales fundamentals, negotiation, distributor management and digital tool adoption.
• Lead end‑to‑end rollout of programs across regions, institutionalising a “learn → apply → coach” model with classroom, digital and on‑the‑job interventions.
• Spend 30‑40% of time in‑market alongside sales teams, demonstrating best practices, providing real‑time coaching and creating structured coaching playbooks.
• Design targeted development programs for sales leaders (CEs, ASMs) on coaching, performance management and territory planning, using train‑the‑trainer approaches.
• Establish metrics to track productivity, distribution, execution scores and ROI of training, feeding continuous improvement loops.
• Create scalable digital learning content (micro‑learning, assessments) and partner with internal and external stakeholders to embed industry best practices.

Required profile

• Proven experience in designing and delivering sales capability or learning programs for large commercial teams.
• Strong ability to translate strategy into actionable field activities and to coach senior sales leaders.
• Comfortable spending significant time in‑market, working directly with sales personnel.
• Excellent stakeholder management skills, collaborating with sales leadership, commercial strategy, HR and L&D teams.

Required skills