Role Purpose
The Sales Capability Manager is responsible for diagnosing capability gaps within the local sales organization against global standards and designing a robust, future‑ready development plan to address them. This includes localizing and adapting global resources and learning materials, implementing targeted development programs, and establishing rigorous, ongoing measurement of capability uplift. This role will lead the creation of an integrated, consistent, and holistic capability development framework for India. It will align learning and development (L&D) priorities with strategic business objectives by fostering stronger, forward-looking capability planning and establishing a structured approach to identify the organization’s commercial capability needs over the coming years. The Sales Capability Manager will oversee the localization, delivery, coaching, and accreditation of sales skills and commercial capabilities for all sales teams. Operating in alignment with both global and local commercial capability agendas, the role aims to build a best‑in‑class sales force and strengthen commercial excellence. Ultimately, this position will enable a sustainable competitive advantage, support the company’s sales growth ambitions, and accelerate progress against the
Accountabilities:
1. Lead Sales Capability Strategy & Long‑Term Planning: Own the design and development of the Sales Capability Program for the India sales organization. Conduct a comprehensive diagnostic of current capabilities and define a three‑year roadmap with clear goals, milestones, and interventions to build a future‑ready salesforce.
2. Sales capability program execution: Localize global capability frameworks, training materials, and methodologies to suit India’s commercial context. Leverage local expertise and resources to deliver structured, phased capability programs aligned with global standards.
3. Establish & implement effective measurement and evaluation Process: Develop and implement rigorous measurement methodologies, KPIs, and evaluation tools to assess capability uplift. Continuously track progress and quantify the impact of capability programs on sales team performance.
4. Develop modules on System Analytics translated to Market Insights & Actions: Develop modules on opportunity identification and business growth area planning based on Sales Automation Tools’ Business Analytics dashboards & reports. Target development of Data & Analytics competency for Sales Managers & Frontline cohorts so as to be adept at identifying opportunities & risks basis outlet level data analytics, then translated to business plans for gap closures and monitoring the same.
5. Develop Sales Leadership & Managerial Capabilities: Strengthen leadership and management capability by deploying globally aligned programs and tailoring interventions to India‑specific needs. Build consistent leadership behaviors that enhance coaching effectiveness and commercial performance.
6. Lead Third‑Party Salesforce Capability Development: Manage end‑to‑end capability development for the third‑party (3P) salesforce. Embed structured selection process, induction, training, accreditation, and ongoing development programs to build a best‑in‑class extended salesforce delivering sustainable competitive advantage.
7. Deliver Training & Coaching for Sales Teams: Train and coach both new and experienced sales representatives and managers by bringing the Key Sales Competency Areas’ and Route to Consumer (RTC) curriculum to life. Ensure all team members acquire the practical skills, behaviors, and competencies required to excel in their roles. 8. Drive Accreditation & Performance Tracking: Develop and monitor a rigorous accreditation framework for both Managers and sales representatives alike. Track certification progress and prepare periodic reports on performance trends, coaching focus areas, and opportunities for improvement.
9. Design Sales Tools, Content & Playbooks: Create high‑impact sales content, tools, and playbooks that guide sales teams in transforming their commercial approach. Ensure all materials support consistent execution and strengthen frontline sales capability.
A HOME FOR RARE CHARACTERS
William Grant & Sons: a home where Rare Characters thrive.
We value every employee for their rare character, distinctive skills, experience and perspectives. Every one of our colleagues has a role to play in helping us to achieve our growth ambitions.
At William Grant & Sons, our vision is to be A home where rare characters thrive. We value all colleagues for their rare character, distinctive skills, experience and perspectives. Diversity & Inclusion is at the heart of how we do things at William Grant & Sons, fully aligned to our purpose and our company values. We strive to create an environment where we can all be our best and bring our whole selves to work.
OUR AGILE WORKING PHILOSOPHY
Our agile working philosophy is to “Have your best work day everyday”.
Built on trust, we empower our rare characters to have their best work day every day. Where flexibility and positive working experiences help employees to feel connected and release potential across our teams.
We are open to discussing possible agile/flexible working options as part of the recruitment process.
INCLUSIVE RECRUITMENT PROCESS
Diversity & Inclusion is at the heart of how we do things at William Grant & Sons, fully aligned to our purpose and our company values. We want to ensure that our recruitment process is inclusive. If you have any questions or need some support with your application we’d love to hear from you. So please get in touch with our HR team at [email protected].
