Tata Consumer Products Ltd.
About the Job: Assistant Manager – Sales Capability Function: Sales Enabling Organization Location: Bangalore Reporting To: Associate Director – Digital Enablement, GTM and Sales
At Tata Consumer Products Ltd, we stand #Forbetter – Planet, Sourcing, Nutrition, Communities. And #ForBetter Opportunities …. Here’s an exciting one!
How does this Job align to our Strategy?
At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.
This job opportunity closely aligns with one of these key strategic pillars, which is driving Strengthening & Accelerating our core business. The role is responsible for driving the Capability agenda for the India Sales team.
Where do you come in as?
This job is at N-4 level (N corresponds to CEO’s level)
Top dimensions:
Geography: India
Direct reports: 0
Matrix Reports: NA
Type of Role: Individual Contributor
Primary Stakeholders (Optional):
VP & Head – Sales Transformation & Channel Development
President & Head – India Sales
MD & CEO
Associate Director – Digital Enablement, GTM and Sales Capability
Assistant Manager – Sales Capability
India Sales, Packaged Beverages Marketing Teams, Demand Planning Teams, Sales Finance Teams
What are the Key Deliverables in this role ?
Financial Outcomes
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On ground General Trade & field sales contribute ~61% of total sales, driven by a large frontline force of ~6000 salesmen generating .
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Build standardized learning frameworks and close capability gaps through targeted interventions.
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Frontline sales productivity and readiness directly influence distribution expansion, outlet execution, and in-store visibility, making capability uplift a business-critical priority.
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Strengthen digital-led capability building through standardized content, adoption frameworks, and real-time performance tracking.
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Improving earrings for DSR on a monthly basis by tracking performance post training.
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Monitor and improve frontline effectiveness metrics such as coverage, productivity, and DSR earnings.
Customer Service
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Maximize utilization of existing resources by improving efficiency of regional capability teams.
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Ensure standardized training deployment and uniform adoption across markets.
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Continuously track training effectiveness and evolve interventions based on digital inputs and field performance gaps.
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Establish clear governance frameworks, execution protocols, and training calendars.
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Partner with regional teams to localize content and ensure real-world applicability.
Internal Processes
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Act as the strategic integrator, translating business priorities into a unified capability roadmap aligned to frontline KPIs (productivity, throughput, coverage).
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Drive alignment across regional capability teams, and technology partners.
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Design and implement end-to-end capability frameworks for frontline sales (DSRs, TSOs, TSEs).
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Drive structured onboarding and induction programs to reduce time-to-productivity.
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Build and track capability scorecards and performance dashboards.
Innovation and Learning
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Continuous upskilling, stronger governance, and standardized execution protocols using digital interventions and innovative learnings
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Ensure high adoption of digital learning platforms and training tools.
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Lead monthly learning interventions, micro-learning modules, and engagement campaigns.
What are the Critical success factors for the Role?
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2-5 years of relevant work experience in Sales Distribution (FMCG or Pharma, preferable)
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Willingness to travel PAN India for 9 - 12 days per month
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Post graduate business degree/PG/Diploma
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Strong FMCG sales functional knowledge
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Good facilitation skills
What are the Desirable success factors for the Role?
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Excellent Verbal & written communication skills in English and Hindi; know-how of South Indian languages will be an added advantage
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Excellent excel & PowerPoint skills
TCPL Growth Mindset and Behaviors
We are obsessed about keeping Consumers & Customers first in our hearts – that’s why we are here !
We are trailblazers in executing with Excellence … Together as One Team !
We take Ownership of our business …delivering value for our Stakeholders .. no Compromises !
We are Open to Continuously improving … Continuously innovating … For Better !
We live & breathe our Tata Code of Conduct
About Us: At Tata Consumer, we stand ‘For Better.’
Tata Consumer Products is a focused consumer products company uniting the principal food and beverage interests of the Tata Group under one umbrella. Our brands embody our purpose of ‘For Better ‘through the value they deliver to consumers with a focus on innovation, health and wellness, convenience and premiumisation. The Company’s portfolio of products includes tea, coffee, water, RTD, salt, pulses, spices, ready-to-cook and ready-to-eat offerings, breakfast cereals, snacks and mini meals. Our key brands include Tata Tea, Tetley, Eight O’Clock Coffee, Tata Coffee Grand, Himalayan Natural Mineral Water, Tata Copper+ and Tata Gluco+, Tata Salt, Tata Sampann and Tata Soulfull. In India, Tata Consumer Products has a reach of over 200 million households, giving it an unparalleled ability to leverage the Tata brand in consumer products.
The Company has a consolidated annual turnover of ~Rs. 17,811 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com