Sales Capability Manager

Sales Capability Manager | Bhubaneshwar

Rentokil PCI is the leading pest control service provider in India. A Rentokil Initial brand, Rentokil PCI was formed in 2017 through a joint venture (JV) between Pest Control India, the number one pest control company in India, and Rentokil, the world’s leading pest control brand. Rentokil PCI aims to set new standards for customer service with operations across 250 locations in India. The JV brand also focuses on developing industry-leading service operations through the sharing of best practices, new innovations and the use of digital technologies.

1. Field Visits with CSE & On-the-Job Training (Approximately 60-70% of time)

● Conduct Sales Visits with CSE’s : Regularly observe live sales calls (in-person) to assess sales team member performance. Provide immediate, constructive feedback and targeted coaching to enhance call effectiveness across all stages (All 6x6 steps ).

● Improve Quotes : Support CSE to improve quotes by stretching the CSE for more calls through next door calls , upselling & asking for references. Help to improve quote quality and increase conversion rates.

● Sales Process Reinforcement & Adherence : Actively monitor and coach sales teams to ensure consistent adherence to Rentokil PCI’s defined sales processes and Tool’s utilization. Identify deviations and provide practical guidance to reinforce best practice process adoption.

● Facilitate Role-Playing and Skill Practice : Organize and lead regular role-playing exercises simulating real-world sales scenarios to provide an environment for sales teams to practice, refine, and learn key sales skills and techniques.

2. Performance Monitoring & Data Analysis (Approximately 15-20% of time)

● Track Key Performance Indicators (KPIs) : Closely monitor branch and individual sales team member performance against agreed KPIs, including Visit activity, Quotes , conversion rates, average deal value, quote quality , referral generation, Upselling , Cross Selling and sales process adherence.

● Analyze Performance Data & Identify Gaps : Interpret sales performance data to identify trends, pinpoint areas of strength and weakness, and proactively identify branches or individuals requiring targeted coaching interventions by SCM.

● Report on Progress, Insights, and Recommendations : Prepare regular, concise reports for the Sales Capability Manager, summarizing progress against KPIs, highlighting key observations, identifying challenges, and providing data-driven recommendations for further action and program refinement.

3. Branch Manager Collaboration & Support (Approximately 10-15% of time)

● Collaborate with Branch Managers : Establish strong working relationships with branch managers to understand branch-specific goals, challenges, and priorities and update SCM on the same. Provide regular updates on sales team development progress in collaboration with his reporting sales capability manager.

Requirements

Skills and Qualifications

Essential

● Proven track record of significant success in field sales, preferably within the service industry, business services, or pest control (or related industries). Minimum 4 years of direct sales experience demonstrating consistent achievement of sales targets.

● Strong understanding of structured sales processes and methodologies, with demonstrated ability to effectively apply and coach others on these methodologies.

● Exceptional Coaching and Feedback Skills : Demonstrated ability to provide constructive, actionable feedback in a positive and motivating manner. Ability to adapt coaching style to individual learning needs and preferences.

● Excellent Communication, Interpersonal, and Presentation Skills : Ability to communicate complex information clearly and concisely, build rapport and trust with sales teams, and deliver engaging and impactful training sessions.

● Strong Analytical and Data Interpretation Skills : Ability to analyze sales performance data, identify trends and patterns, and draw actionable insights to inform coaching and training interventions.

● Proactive, Self-Motivated, and Results-Oriented : Demonstrated ability to work independently, take initiative, and drive for results in a field-based role.

● Proficiency in Systems and Sales Tools : Comfortable using systems and other sales tools for performance tracking, reporting, and sales enablement.

● Willingness to Travel Frequently within Assigned Territory: Must be willing and able to travel extensively within assigned branch locations on a regular basis (e.g., daily or multi-day trips within the region).

Benefits

• Attractive Base Salary
• Annual Performance Based Bonus
• Group Mediclaim Insurance Policy
• Travel Reimbursement
• Equal Opportunities

Rentokil Initial believes in supporting all employees to provide equal opportunities and avoid discrimination. We also place emphasis on workplace diversity which means that we are serious about creating an inclusive environment that accepts each individual's differences, embraces their strengths and provides opportunities for all colleagues to achieve their full potential.

Experience Level

Senior Level