Sales Capability Manager

About the role

The Manager, Sales Capability serves as a hands-on field execution leader responsible for training delivery, coaching, and skill reinforcement for the US frontline Sales organization. Reporting to the Sr. Manager, Sales Enablement & Capability, this role brings enablement strategy and capability standards to life through practical, high-impact training experiences (virtual and in-person), observation of skill application, and coaching that strengthens execution consistency in the field.

Responsibilities

• Sales Skill Coaching & Development

• Coach frontline sellers and people managers on best-in-class sales skills, executional behaviors, and application in real selling environments
• Observe skill execution in the field (including co-rides and call observations) and provide timely, actionable, developmental feedback
• Reinforce sales execution standards and "what good looks like" across the sales cycle, aligned to defined capability expectations

• Training Delivery & Facilitation

• Deliver sales capability training experiences both virtually and in person (e.g., onboarding, deployments, academies, workshops, and leadership moments)
• Facilitate skill-based learning sessions that build confidence and strengthen field application
• Translate enablement content, playbooks, and frameworks into engaging, practical learning experiences that are immediately usable in the field

• Tool & Adoption Reinforcement

• Reinforce adoption and effective use of frontline tools and ways of working
• Support field understanding of tool purpose, workflow integration, and "how to apply" in customer planning and follow-through
• Identify adoption barriers and partner with the Sr. Manager to close gaps through coaching, reinforcement, or targeted enablement

• Field Partnership & Feedback Loop

• Build strong, trust-based partnerships with Field Sales leadership and frontline teams
• Capture field insights, execution challenges, and capability gaps to inform continuous improvement of programs and enablement assets
• Serve as a conduit between real-world field execution and the enablement/capability system design

• Execute

• Execute delivery of key sales capability initiatives and learning moments aligned to the annual Sales Enablement & Capability plan
• Support deployment of new tools, initiatives, and sales cycle priorities by reinforcing clarity, expectations, and execution standards
• Coach and reinforce post-training application to ensure learning translates into behavior change and execution consistency
• Partner with the Sr. Manager to co-create and refine training content, facilitator guides, and learning assets informed by field realities

• Operations

• Contribute to measurement of training effectiveness and capability progress through observation, feedback, and input to defined tracking methods
• Maintain disciplined follow-up loops after training and field observations to support sustained improvement
• Provide structured insights and recommendations to strengthen future program design, deployment readiness, and field communication
• Support onboarding experiences for new Account Managers and Sr. Managers through training delivery, reinforcement, and practical coaching

Qualifications

• Credible Capability & Coaching Practitioner

• 5+ years of experience in sales, sales capability, sales enablement delivery, training, or sales leadership
• Proven credibility in frontline sales execution; prior field sales or people leadership experience strongly preferred
• Demonstrated experience coaching sales skills and facilitating training (virtual and in-person)

• Skills & Experience

• Strong sales acumen and understanding of frontline execution realities
• Excellent presentation and strong communication skills; written and verbal (in English)
• Confident facilitator with the ability to teach skills in a practical, field-ready way
• Coaching mindset with the ability to provide clear, actionable feedback without positional authority
• Strong collaboration skills and comfort partnering across functions
• Organized, adaptable, and comfortable working in dynamic environments
• Experience with/understanding of distribution channel preferred
• Digital fluency across frontline sales tools and platforms, including experience applying AI-enabled capabilities to enhance planning, coaching insights, content creation, and execution effectiveness
• Certified in MS Office, Power BI (sales analytics), & social media

Benefits

This role requires frequent travel and a strong on-the-ground presence with frontline teams and at key training locations. Min. 50% travel time (incl. overnight travel) - Valid driver’s license and ability to travel long distances by both air and land. Overnight travel and travel to Calabasas, CA office frequently. "Road Warrior" position that will be away from home an average of 2 weeks per month.

We disclose the compensation range for positions in compliance with local law. Actual salaries will vary and may be above or below the range based on various factors including but not limited to location, experience, skills and in comparison to internal incumbents currently in similar roles—pay Range: $75,000-$95,000 salary per year plus bonus. The range listed is just one component of Wella Company's total rewards package for employees. Other rewards may include annual bonus plan or variable pay, depending on the role. In addition, Wella Company provides a rich variety of benefits to employees, including health insurance, life and disability insurance, 401(k) retirement plan, paid holidays and paid time off (PTO).