Sales Capability Manager – Drive Sales Excellence

About the role

We are looking for an experienced Sales Capability Manager to lead the development of a high‑performing sales organisation for a leading Ethiopian beer producer. You will design and deliver capability programmes, coach sales teams and optimise route‑to‑market execution to boost commercial performance across multiple regions.

Key responsibilities

• Develop and implement the sales capability strategy, including training programmes, coaching initiatives and assessment tools.
• Conduct training needs analyses and create sales manuals, content and capability dashboards.
• Coach Sales Managers, Area Sales Managers and field teams to improve performance and provide insights to senior leadership.
• Support distributors and Area Sales Managers in route‑to‑market planning, ensuring consistent execution of the RTM strategy.
• Standardise sales processes, promote best practices and drive reporting discipline across all regions.
• Assist market expansion projects, conduct assessments and contribute to new product development.

Required profile

• Bachelor’s or Master’s degree in Marketing, Business Administration, Management or a related field.
• Minimum 7 years of progressive experience in FMCG sales, sales capability, commercial excellence, route‑to‑market or sales operations.
• Proven track record designing and delivering sales capability or coaching programmes.
• Strong understanding of distributor management and RTM strategies.
• Experience working across multiple sales regions is highly desirable.

Required skills

• Sales Capability Development
• Sales Coaching & Mentoring
• Route‑to‑Market (RTM) Strategy
• Distributor Development
• Commercial Excellence