Sales Capability Head (FMCG - Food)

Michael Page; Pasig; On-site; PHP 1,800,000 - 2,600,000; Full time

Job summary

Michael Page is seeking a high-impact Sales Capability Head for a leading FMCG client. You will drive the sales capability and training strategy, shape RTM and channel execution, and collaborate with Sales, Marketing, HR and Commercial teams to close capability gaps and lift performance.

Establish capability frameworks, lead leadership development, and harness analytics to boost distributor and field sales productivity, delivering measurable business results.

Qualifications

• Extensive experience in Sales Capability, Commercial Excellence, Sales Training, RTM or Sales Leadership within FMCG.
• Strong understanding of distributor management, channel strategy, territory development and field sales execution.
• Proven track record designing and implementing capability-building initiatives that drive measurable business results.
• Excellent stakeholder management and leadership skills.
• Analytical and strategic thinking with ability to translate insights into action.

Responsibilities

• Develop and implement the overall sales capability and training strategy aligned with business objectives.
• Lead the design and deployment of sales training programs, onboarding frameworks, coaching methodologies, and leadership development initiatives.
• Drive RTM optimization, including territory planning, coverage models, channel execution, and distributor effectiveness.
• Establish capability frameworks, competency models, and performance management standards to strengthen sales effectiveness.
• Partner with Sales, Marketing, HR, and Commercial teams to identify capability gaps and implement development plans.
• Leverage sales analytics and field insights to enhance productivity, execution quality, and commercial performance.

Skills

Sales capability

Commercial excellence

Sales training

RTM

Sales leadership

Job description

• Opportunity to drive sales excellence at scale
• Chance to shape sales strategy and execution

About Our Client

Our client is a leading FMCG organization with a diversified portfolio across multiple product categories, serving a broad consumer base through extensive distribution and retail networks.

Job Description

• Develop and implement the overall sales capability and training strategy aligned with business objectives.
• Lead the design and deployment of sales training programs, onboarding frameworks, coaching methodologies, and leadership development initiatives.
• Drive route-to-market (RTM) optimization, including territory planning, coverage models, channel execution, and distributor effectiveness.
• Establish capability frameworks, competency models, and performance management standards to strengthen sales effectiveness.
• Partner closely with Sales, Marketing, HR, and Commercial teams to identify capability gaps and implement development plans.
• Leverage sales analytics and field insights to enhance productivity, execution quality, and commercial performance.

The Successful Applicant

A successful Sales Capability Head should have:

• Extensive experience in Sales Capability, Commercial Excellence, Sales Training, RTM, or Sales Leadership within the FMCG industry.
• Strong understanding of distributor management, channel strategy, territory development, and field sales execution.
• Proven track record in designing and implementing capability-building initiatives that drive measurable business results.
• Excellent stakeholder management, leadership, and change management skills.
• Strong analytical and strategic thinking capabilities with the ability to translate insights into action.

What's on Offer

• Permanent employment within the FMCG industry.