Job Title: Sales Capability Building Lead

Business Unit: Automotive Sector

Role Objective:

To champion impactful, on-ground sales capability building by continuously assessing sales effectiveness, piloting new training materials, connecting deeply with field realities, and ensuring that all enablement efforts drive actual sales performance-well beyond just relaying content from HQ.

Key Responsibilities:

Field Immersion & Intelligence Gathering:

- Travel extensively across regions and dealership locations to directly observe sales interactions, shadow consultants, and gather firsthand insights on customer pitches, responses, and selling challenges.

- Identify what communication methods and sales pitches resonate with customers in different regions.

- Stay informed about global and regional trends in EVs, customer preferences, and competitor strategies to ensure training remains relevant.

Consultant Assessment & Support:

- Evaluate the quality, motivation, and selling skills of sales consultants and identify specific areas where they struggle.

- Develop regionally adapted coaching interventions with a focus on both soft skills and technical aspects.

Content & Communication Feedback Loop:

- Be the critical link between the marketing team's content/communication and actual sales outcomes in the field.

- Continuously monitor and test the effectiveness of training content, digital creatives, sales enablement tools, and new marketing ideas with smaller groups on the ground.

- Provide structured feedback to the marketing and training teams on what is working and what needs change.

Pilot New Ways:

- Conceive, test, and refine new training interventions, formats, or enablement ideas with small, diverse cohorts across markets.

- Use practical feedback and sales results to decide which ideas can be scaled.

Regional Adaptation:

- Understand the nuances of different geographies-language, local buying behavior, cultural context-to ensure training delivery is relevant and easily grasped at the local level.

- Adapt communication styles and content language as needed to fit local environments.

- Capability & Outcome Ownership:

- Track the progress and impact of every training/capability initiative by using sales data, consultant feedback, customer outcomes, and region-specific field metrics.

- Take full ownership for improving field readiness and closing the gap between HQ expectations and what truly works on the ground.

Key Profile Requirements:

- Experience: 8+ years in sales capability, field force enablement, or consulting-preferably involving automotive, consumer durables, or high-touch retail.

- Travel: Willingness and desire to spend majority time in the field (50%+ travel).

- Mindset: Hands-on, ownership-driven, not a "content postman"-eager to challenge assumptions, adapt rapidly, and create lasting capability change.

Skills:

- Outstanding interpersonal skills with deep empathy for frontline sales teams.

- Strong analytical and diagnostic skills-ability to translate field observations into actionable improvements.

- Demonstrated ability to pilot, iterate, and refine new capability ideas.

- Experience working closely with marketing, content agencies preferred.

- Competence in regional languages and understanding cultural context is a major plus.

Reporting Structure: National Sales Head