FIELD FORCE CAPABILITY MANAGER

The Field Force Capability Lead is responsible for strengthening the effectiveness of the sales team by driving capability development, performance improvement, and execution excellence in the field. This role focuses on identifying capability gaps, designing and delivering training and coaching programs, and ensuring consistent sales execution through structured processes, incentives, and performance tracking.

Working closely with Sales, RTM, Marketing, and P&C teams, the role plays a key part in translating business strategies into actionable initiatives that enhance field productivity and support the achievement of overall commercial objectives.

As the Field Force Capability Lead you will: 

Competency Assessment & Capability Development

• Develop and implement the Field Force (FF) competency framework in partnership with P&C Business Partners, ensuring alignment with business priorities and role expectations across Operations and Sales field roles.
• Conduct annual competency assessments and gap analyses to identify development needs and capability improvement areas.
• Collaborate with P&C and regional teams to design and roll out competency-based training programs, with regular tracking of learning progress (e.g., salesforce tools, knowledge assessments, e-learning, field coaching and audit tools).
• Monitor assessment outcomes and provide insights to support performance management and talent review processes.

Incentive Scheme Management

• Partner with RTM and Commercial Planning teams to design monthly and quarterly KPIs, incentive schemes, and payout mechanisms aligned with business objectives and execution quality.
• Ensure incentive structures balance business targets, productivity requirements, and compliance standards.
• Communicate KPI definitions and incentive mechanics clearly to field teams.
• Oversee accurate and timely incentive calculation, validation, governance, and payout processes.

Coaching & Field Mentoring

• Collaborate with RTM and Commercial Planning to align coaching priorities with business goals and capability requirements.
• Work with P&C to develop coaching frameworks, tools, and guidelines to strengthen the capabilities of sales supervisors and frontline teams.
• Monitor coaching quality and mentoring effectiveness through regular field visits, performance tracking, and feedback mechanisms.
• Leverage global and local digital coaching platforms and sales enablement tools to improve coaching efficiency, engagement, and overall field productivity.

Field Audit & Governance

• Design and implement audit frameworks to ensure adherence to sales processes, tools, activation programs, and standard operating procedures.
• Conduct regular audits with Marketing and Sales support teams to maintain consistency and compliance.
• Identify risks and control gaps in sales execution and operational processes, and drive corrective actions to improve performance and efficiency.

Requirements

• Bachelor’s degree or equivalent qualification
• Minimum 5 years of relevant experience, preferably within a multinational FMCG environment, with exposure to field sales, sales capability development, and/or Route-to-Market (RTM)
• Strong execution mindset with the ability to drive results in a fast-paced commercial environment
• Solid commercial acumen and understanding of sales and business dynamics
• Analytical and data-driven thinker with strong problem-solving skills
• Proven ability to manage projects and multiple initiatives effectively
• Strong communication and stakeholder management skills
• Fluent in both spoken and written English