Sales Force Effectiveness Capability Lead

The Role

As the Salesforce Effectiveness Capability Lead, you will be responsible for building and embedding the capabilities, standards, tools, and ways of working that enable field sales teams to deliver outstanding performance and sustainable growth.

Working across commercial excellence, technology, analytics, HR, and external partners, this role will lead strategic capability initiatives that improve field execution and drive adoption of new processes and platforms.

Key Responsibilities

• Define and maintain a global Salesforce Effectiveness capability roadmap aligned to business priorities and market needs.
• Own and evolve a competency-based capability framework, including proficiency standards, role expectations, and development pathways.
• Design and deliver scalable learning programmes, coaching frameworks, and performance support tools that improve field execution.
• Lead major capability transformation initiatives, including field force effectiveness and sales optimisation programmes.
• Partner with technology teams to embed CRM and field force platforms into day-to-day sales operations and capability plans.
• Develop first-line manager coaching standards and frameworks to strengthen field leadership and team performance.
• Create measurement frameworks and dashboards to track capability adoption, proficiency improvements, and business impact.
• Establish communities of practice and implement change management strategies to drive long-term adoption and sustainability.
• Collaborate with stakeholders and external partners to deliver programmes on time and within budget.

Essential Experience

• Significant experience within Salesforce Effectiveness, Commercial Excellence, Learning & Development, or a related capability-focused discipline.
• Proven track record of designing and embedding capability programmes across multiple markets or business units.
• Understanding of field sales operating models, territory planning, coaching, performance management, and HCP engagement.
• Experience working with CRM and field force platforms such as Salesforce, Veeva, or similar technologies.
• Excellent stakeholder management skills with the ability to influence at senior leadership level.
• Experience managing complex programmes, budgets, and multiple workstreams simultaneously.
• Change management, capability development, and programme leadership expertise.