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Coca-Cola HBC Logo Coca-Cola HBC · IT - Administration

Sales Capability Lead (Sales Coaching, Trainer & Capability Partner)

Serbia · Job Posted June 10, 2026
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Job Description

We are looking for two experienced and strategic Sales Capability Leads to elevate sales performance through leadership development, coaching excellence, and capability strategies aligned with commercial priorities. These roles go beyond traditional training delivery - they act as true business partners to Sales by shaping leadership routines, strengthening coaching culture, and driving measurable business impact across channels and teams. The positions will play a critical role in developing commercial capabilities, improving field execution standards, and enabling Sales leaders and teams to achieve stronger business results through impactful coaching and people development.

Job Responsibility

  • Design and lead capability strategies aligned with commercial priorities, channel needs, and business objectives
  • Partner with Channel Managers, Area Sales Managers, Sales Team Leaders, and cross-functional stakeholders to identify performance gaps and define strategic development actions
  • Develop leadership capabilities of frontline managers through coaching, mentoring, and field guidance
  • Create and implement advanced capability interventions focused on execution excellence, customer engagement, and sales effectiveness
  • Drive coaching routines and monitor the quality and consistency of coaching practices in the field
  • Translate business priorities into capability plans with measurable impact on execution KPIs and commercial performance
  • Support Sales leaders in strengthening team effectiveness, performance management, and people development practices
  • Organize and lead capability programs, workshops, onboarding journeys, and leadership development initiatives in partnership with internal and external stakeholders
  • Analyze field performance trends and capability gaps to recommend targeted development solutions
  • Monitor the application of learned skills in the field and ensure sustainable behavioral change
  • Contribute to business planning and capability actions across territories, categories, and sales channels

Requirements

  • University degree
  • Proficiency in English
  • Previous proven leadership experience in managing and developing field sales teams, including on-the-job coaching, people development, and capability building in the field
  • Strong stakeholder management skills with the ability to influence and partner with senior Sales leaders
  • Experience in leading capability initiatives connected to business performance and execution standards
  • Strong analytical mindset with the ability to translate data and field insights into development actions
  • Excellent facilitation, communication, and presentation skills
  • Ability to work strategically while remaining hands-on and close to field execution
  • Experience in Sales Capability, Learning & Development, Commercial Excellence, or similar roles is an advantage
  • Experience in FMCG or dynamic commercial environments will be considered an advantage

Nice to have

  • Experience in Sales Capability, Learning & Development, Commercial Excellence, or similar roles
  • Experience in FMCG or dynamic commercial environments

What we offer

  • Additional days off
  • Bonus incentives
  • Coaching and mentoring programs
  • Development opportunities
  • Day off for your birthday
  • Volunteering Opportunities
  • Wellbeing program
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