Sales Coach

Job description

Business: Piramal Consumer Healthcare

Department: Sales Development

Location: Delhi

Travel: High

Job Overview:

The Sales Coach is responsible for driving field sales effectiveness by mentoring and coaching new and underperforming Territory Sales Officers (TSOs) and Area Sales Officers (ASOs). The role ensures seamless onboarding, structured induction, and ongoing capability development to enhance sales performance. The incumbent will work closely with Business Territory Managers (BTMs) and frontline sales teams to improve sales execution, process adherence, and overall productivity

Key Stakeholders: Internal

• Area Sales Managers (ASMs)
• Sales Officers/Area Sales Executives
• Zonal HRs
• Zonal Sales Managers (ZSMs)
• Territory Sales Officers (TSOs) / Area Sales Officers (ASOs)
• Sales Development Teams- ZSDMs
• Reporting Structure:-
• Reports To: Business Training Managers (BTMs)
• Direct Reports: No direct reports

ESSENTIAL QUALIFICATION:

• Bachelors degree in Business Administration, Marketing, Sales, or a related field
• MBA preferred but not mandatory

Experience:-

• Minimum 5-7 years of experience in sales and field coaching, preferably in FMCG, Consumer Healthcare, or a related industry
• Proven track record in training and mentoring sales teams to drive performance
• Strong understanding of sales processes, market dynamics, and retail distribution

KEY ROLES/RESPONSIBILITIES:

1. Field Coaching Sales Performance Improvement

Conduct Joint Field Work (JFW) per month with newly joined and low-performing TSOs/ASOs.

Drive improvement in Process Parameter Incentives .

Build capability of FF ( capability index )

2. Induction Onboarding Support

Support BTMs in executing ideal induction programs for new TSOs/ASOs

3. Training Capability Building

Conduct capsule training sessions for low-earning TSOs/ASOs within the designated area to improve their sales knowledge and effectiveness

Drive measurable improvement in knowledge test scores of trained employees

4. Monthly Knowledge Test Compliance Performance

Ensure 100% completion of monthly knowledge tests assigned to TSOs/ASOs in the designated area

Monitor and drive 80%+ pass rate in the first attempt for all participants on Enthraltech

Key Competencies:-

• Sales Coaching Mentoring: Ability to develop and nurture sales talent through structured guidance and feedback
• Training Facilitation: Skilled in delivering impactful training sessions to enhance knowledge and execution
• Field Execution Market Knowledge: Strong grasp of sales execution strategies, retail dynamics, and competitive benchmarking
• Analytical Performance Monitoring: Ability to track and improve sales KPIs through data-driven interventions
• Stakeholder Collaboration: Ability to work closely with BTMs, ASMs, and ZSMs to drive alignment and execution
• Result Orientation: Focused on achieving measurable improvements in sales productivity and performance metrics