Field Sales Capability Manager

Field Sales Capability Manager - Chennai

About Rentokil PCI

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 having operations across 300 locations in India. 

For more details: https://www.rentokil-pestcontrolindia.com

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

Experience Level

Senior Level