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Sales Capability ManagerPZ Cussons · Nairobi
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PZ Cussons

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Sales Capability Manager

✓ This company has sponsored visas before. The posting doesn't say so, but it's still worth applying.

🗓️ Posted 2026-09-29 Nairobi Hybrid Sales
💰 Salary Not shared 📊 Market 200,000 GBP–400,000 GBP/mo

About the Company

Building Brands For Life. Since our founding in Sierra Leone in 1884, we have been creating brands and products to delight, care for, and nourish consumers. Today, we are a listed consumer goods business headquartered in Manchester, UK, employing 2,000 people. Retaining the pioneering spirit of our founders, we are focused on building portfolios of locally-loved brands in our lead markets of the UK, ANZ, Nigeria and Indonesia across the core categories of Personal, Home and Baby Care. Our brands are used by millions of people around the world and include Carex, Childs Farm, Cussons Baby, Imperial Leather, Morning Fresh, Original Source, Premier, Sanctuary Spa, Stella and St.Tropez. We our guided by our Purpose: For Everyone. For Life. For Good. Seize the opportunity to be part of a unique brand-building business with an exciting vision for the future - where we dare to be bold, discover what's possible, and do the incredible. Manufacturing Specialties: Personal Care, Food and Nutrician, Homecare, Beauty, Electricals, Consumer Goods, FMCG, Fast-moving Consumer Goods, Brand building

About the Role

s and commercial performance. Delivery of higher sales productivity and sustainable profitable growth. Problem Solving, Judgement & Impact Problem Solving - Diagnose root causes of sales performance gaps using sales data, field observations, customer insights and capability assessments. Develop practical solutions that address both people and process issues. Commercial Judgement - Determine which sales capability and excellence initiatives will have the greatest commercial impact and prioritize resources accordingly. Data-Based Decisions - Use sales, productivity, distribution, SFA and execution data to identify trends, opportunities and performance risks. Field Judgement - Balance data with realities from the marketplace, including distributor capability, customer behavior, competitor activity and sales-force constraints. Prioritization - Distinguish between issues requiring training, coaching, process changes, technology, organizational changes or stronger performance management. Continuous Improvement - Identify opportunities to simplify sales processes, eliminate non-value-adding activities and improve selling time and productivity. Change Management - Assess organizational readiness and lead adoption of new sales processes, tools, capabilities and ways of working. Cross-Functional Judgement - Influence Sales, Marketing, Finance, HR, Supply Chain and IT to implement solutions without necessarily having direct authority over them. Risk Manag

Responsibilities

  • ● Sales Capability Strategy
  • ● Develop and execute the sales capability strategy aligned to commercial priorities. Capability strategy, competency framework and annual capability plan 20%
  • ● Sales Force Effectiveness & Productivity Improve productivity of the sales organization through better deployment, coverage, routines and ways of working. Productivity diagnostics, territory optimization, customer coverage model
  • ● Establish standardized sales processes and best practices across channels and markets
  • ● Sales playbook, SOPs, Sales routines, field execution standards 30%
  • ● Sales Manager Excellence and Coaching Build the capability of sales managers to coach, manage performance and lead teams effectively. Manage coaching framework and field coaching program 15%
  • ● Sales Tools, SFA & Digital Excellence Drive adoption and effectiveness of SFA and other sales productivity tools. SFA standards & adoption dashboards 15%
  • ● Continuous Improvement & Commercial Project s Identify and lead initiatives that improve sales effectiveness, execution and commercial productivity. Transformational projects, productivity initiatives, ROI assessments 20%

Requirements

  • ● (e.g. Degree level, Certifications etc.)
  • ● Bachelors Degree of Commerce, Business Administration, Economics or any other relevant discipline
  • ● A Master's Degree/MBA will be an added advantage
  • ● Professional qualifications in Sales, Marketing, Commercial Excellence, Learning & Development or related disciplines will be an advantage
  • ● (preferred level of experience or type of experiences e.g. entry, working, significant, deep professional)
  • ● years of progressive experience in FMCG, consumer goods or another highly competitive commercial environment
  • ● At least 3 years experience in a sales capability, sales excellence, sales operations, commercial excellence, trade marketing or sales leadership role
  • ● At least 2-3 years of practical field sales or sales management experience is strongly preferred.
  • ● Demonstrated experience in building sales capability and improving sales-force effectiveness, rather than experience limited to classroom training
  • ● Proven experience designing and implementing sales processes, sales routines, performance-management systems and field execution standards
  • ● Demonstrated experience in sales force productivity, territory optimization, customer coverage, route-to-market and sales execution
  • ● Proven ability to translate capability interventions into measurable commercial outcomes
  • ● Regional/East African FMCG experience is an added advantage.
  • ● Technical and Professional Skills:
  • ● (e.g. Specific systems, tools or expertise)
  • ● Demonstrated expertise leading cross functional projects and change management initiatives
  • ● Dare to be bold, Discover what's possible, and Do the incredible.