Sales Excellence & Capability Development Manager

About the Role

The Sales Excellence & Capability Development Manager is responsible for driving sales performance through structured capability development, process excellence, and effective use of sales systems. The role focuses on building high-performing sales teams, standardizing sales practices, and enabling consistent sales execution across the organization.

Key Responsibilities

Sales Excellence & Process Optimization

• Lead the development and implementation of sales excellence frameworks, standards, and methodologies
• Standardize and continuously improve sales processes, customer journey, and pipeline management practices
• Drive consistency and discipline in sales execution across all teams and projects

Capability Development

• Design and implement capability development programs across all levels (new hires, experienced consultants, and sales leaders)
• Identify capability gaps and drive targeted training, coaching, and field development initiatives
• Strengthen core competencies including product knowledge, negotiation, closing, and customer engagement

Sales Performance & Productivity Improvement

• Partner with sales leadership to improve conversion rates, sales cycle time, and overall productivity
• Analyze sales data to identify performance gaps and recommend improvement actions
• Support development of sales playbooks, scripts, and best practices

CRM & Sales Tools Effectiveness

• Drive effective utilization of CRM systems and sales tools across the organization
• Partner with IT and Sales teams on CRM enhancements, data quality, and reporting improvements
• Leverage data and analytics to support decision-making and performance tracking

Coaching & Leadership Enablement

• Coach sales managers on performance management, team development, and pipeline discipline
• Support leadership in building a high-performance, accountable sales culture
• Facilitate workshops, coaching sessions, and practical development activities