Capability Manager at GBfoods Africa – Lagos

GBfoods Africa is hiring a Capability Manager in Lagos for a hybrid role focused on sales-force effectiveness, sales training, route-to-market standards and distributor capability.

Role overview

We are seeking an experienced Sales Capability Manager to drive the development and execution of our sales capability strategy across Nigeria.

The role is responsible for enhancing sales force effectiveness by building the right people, processes, tools, and performance systems that support sustainable commercial growth.

Responsibilities

• Develop and implement the company’s sales capability strategy aligned with business growth objectives.
• Design competency frameworks, career development pathways, and succession plans for sales teams.
• Create and deliver training programs covering consultative selling, negotiation, category management, distributor management, and route-to-market (RTM) execution.
• Lead onboarding and certification programs to accelerate new hire productivity.
• Establish and manage structured field coaching programs for Sales Managers and field teams.
• Drive sales productivity and field execution excellence through performance improvement initiatives.
• Develop and maintain sales playbooks, journey plans, call cycles, and merchandising standards.
• Lead adoption and optimization of Sales Force Automation (SFA), CRM, and other sales enablement tools.
• Build capability development programs for distributors, merchandisers, and trade partners.
• Analyze sales and CRM data to identify capability gaps and recommend interventions.
• Develop dashboards and reports that link capability investments to business outcomes.
• Manage sales capability budgets, training vendors, and capability projects.
• Partner closely with Sales, Trade Marketing, HR, Finance, Operations, and external stakeholders to deliver business results.

Requirements

• Bachelor’s Degree in Business Administration, Marketing, or a related field.
• 10-14 years’ experience in Sales, Trade Marketing, Sales Capability, Learning & Development, or related commercial functions within FMCG or Food Manufacturing.
• Previous experience in a senior sales leadership role (Regional Sales Manager, National Sales Manager, or equivalent).
• Demonstrated success in designing and implementing large-scale sales capability and training programs.
• Prior experience leading sales trainers, coaches, or large field sales teams.
• Strong understanding of the Nigerian Route-to-Market landscape, including distributors, wholesalers, open markets, modern trade, and informal trade channels.