Field Sales Capability Manager - Chennai

About the Role

:

• The Field Sales Capability Manager is responsible for enhancing sales performance and building sustainable sales capabilities by providing hands-on coaching, training, and performance support to frontline teams. This role ensures consistent execution of Rentokil PCI’s sales processes, strengthens sales skills, and drives measurable improvements in key KPIs and productivity.
• The incumbent will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.

Job Responsibilities:

i). Field Visits with SE & On-the-Job Training

• Sales Visits: Observe in-person sales calls to assess the performance of the sales team, provide immediate feedback, and coach on the 6x6 sales process.
• Quote Improvement: Support SEs by encouraging next-door calls, upselling, and referrals to enhance quote quality and conversion rates.
• Process Adherence: Ensure consistent use of sales processes and tools, addressing deviations with targeted coaching.
• Facilitate Role-Playing and Skill Practice: Organize and lead regular role-playing exercises that simulate real-world sales scenarios, allowing sales teams to practice, refine, and enhance key sales skills and techniques.

ii) Performance Monitoring & Data Analysis

• KPI Tracking: Monitor visit activity, quotes, conversion rates, deal value, referrals, upselling, cross-selling, and process adherence.
• Data Analysis: Proactively identify trends, strengths, and coaching needs.
• Reporting: Provide concise, data-driven insights and recommendations to the Sales Capability Manager.

iii) Branch Manager Collaboration & Support

• Build strong working relationships with branch managers to understand branch-specific goals, challenges, and priorities.
• Provide regular updates on sales team development progress in coordination with the Sales Capability Manager.

Other Responsibilities:

• Drive consistent execution of Rentokil PCI's sales processes & methodologies.
• Improve new sales productivity through capability building.

Key Result Areas:

• Coaching
• Drive Sales Execution
• Performance Monitoring
• Data-Driven Insights
• Skill Development

Requirements

Competencies (Skills essential to the role):

• Sales Process Expertise: Deep understanding of structured sales methodologies with the ability to coach others.
• Stakeholder Collaboration
• Communication & Presentation Skills
• Analytical Skills
• Self-Motivated & Results-Driven

Educational Qualification / Other Requirement:

• Proven Sales Success: 5+ years in field sales (preferably in services, business services, or pest control) with a strong track record of meeting targets.
• Willing to travel extensively within assigned branches regularly.
• Sales Training certifications or qualifications.
• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field
• In-depth understanding of the pest control industry and Rentokil’s offerings (will be an added advantage).
• Proficiency in Systems and Sales Tools.

Role Type / Key working relationships:

• Internal team
• External stakeholders

Benefits

• Our values lie at the core of our mission and vision. We believe that it’s our people who make our company what it is. We believe in:
• Safety
• Integrity
• Innovation
• Learning & Development
• Open & Transparent