Sales Capability Manager
AI summary
PZ Cussons is hiring a Sales Capability Manager in Nairobi to drive commercial team training, develop sales capability frameworks, and optimize execution performance. The role focuses on improving sales force effectiveness and delivering sustainable profitable growth. A Business or Commercial degree and at least six years of FMCG sales experience are required.
- Management-level role at a major FMCG company
- Focus on sales training, capability frameworks, and execution performance
- Requires Business/Commercial degree and 6+ years FMCG sales experience
- Deadline to apply is 13 October 2026
- Salary is open and negotiable
AI job guide
Use this guide to check salary signals, requirements, documents, application steps and safety before you apply.
AI salary guide
Source salary availableThe source lists Open. Confirm the final pay, benefits, contract terms and allowances directly with the employer before accepting an offer.
Can you qualify for this role?
- Required6+ years of relevant experienceThe job post includes a minimum experience signal.
- RequiredEducation or certification mentioned in the postThe captured text mentions education, a diploma, certificate, or licence.
- PreferredPractical evidence in sales, entregador, financeThe tags and summary point to skills connected with this role.
- RequiredAvailability to work in Not specifiedThe vacancy is associated with this location.
- UnclearComfort with the Full Time contract termsConfirm hours, duration, probation and benefits at the original source.
Documents to prepare
- Likely requiredUpdated CV
- Role specificCover letter or short employer message
- OptionalProfessional references
- Role specificAcademic or professional certificates
- VerifyID or passport only after verifying the employer
Application tips for this job
- Place your strongest Sales Capability Manager evidence in the first half of your CV.
- In your cover letter or employer message, connect your experience to PZ Cussons and the role in Not specified.
- Add concrete examples related to sales, entregador, finance, ideally with measurable outcomes or clear responsibilities.
- Follow the instructions from Corporate Staffing Kenya; avoid sending documents to unofficial contacts or copied links.
- Confirm the deadline, interview location and employer contact before sharing personal documents.
- Plan to submit before the listed deadline: 2026-10-13.
Source and safety check
- Corporate Staffing Kenya
- Original source link available
- Application method is clear
- Deadline is available: 2026-10-13
- No major risk signal was detected in the captured text.
Never pay for interviews, shortlisting, medical checks, uniforms, or job placement. Confirm every application at the original source before sharing personal documents. Report suspicious listing.
Interview preparation
- What experience makes you a strong fit for this Sales Capability Manager role in sales, entregador?
- How have you handled responsibilities similar to those in this job post?
- Are you available to work in Not specified under the listed contract or schedule?
- Prepare examples with clear responsibilities, tools used and measurable outcomes.
- Review the source and research PZ Cussons before the interview.
Ask what the first priorities will be in the role and how success will be measured.
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Original source description
Job Title: Sales Capability Manager
Date Posted: 30/09/2026
Job Type: Full Time
Job Level: Management
Employer: PZ Cussons
Industry: Sales & Marketing
Salary: Open
Location: Nairobi
Country: Kenya
Deadline: 13/10/2026
Sales & Marketing Jobs, PZ Cussons Jobs. Sales Capability Manager drives commercial team training, develops sales capability frameworks, and optimizes execution performance, requires a Business/Commercial Degree and 6+ years FMCG sales experience.
Job Purpose
The role is critical to drive measurable improvement in sales force effectiveness and commercial performance. Delivery of higher sales productivity and sustainable profitable growth.
Key Accountabilities
- 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 Management -Identify risks that could negatively affect sales execution, capability, customer coverage, productivity or commercial performance and recommend mitigating actions.
- Impact Orientation -Ensure every major initiative has measurable business outcomes and clear ownership.
- Key Accountability Typical Activity / Output % of Time (Optional)
- 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%
- Education / Qualifications:
- (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
Experience
(preferred level of experience or type of experiences e.g. entry, working, significant, deep professional)
6-10 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
Experience in developing and implementing sales competency frameworks, training programs, coaching systems and sales playbooks
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)
Experience working with Sales Automation (SFA), Power BI, Excel or other commercial analytics platforms
Demonstrated expertise leading cross functional projects and change management initiatives