About The Team
The Sales Capability & Engagement Lead is responsible for building and operating the end to end capability development, motivation, and performance culture framework for the BD organization.
This role leads Sales Capability, BD Academy, Engagement, Recognition, and Motivation initiatives to ensure BD teams are equipped with the right skills, commercial mindset, tools, and motivation required to achieve sustainable business growth.
Job Description
- Sales Capability Strategy & Framework
- Define and drive BD capability development strategy aligned with business priorities
- Design and maintain Sales Competency Framework across roles and seniority levels
- Standardize Sales Methodology, Sales Process, and commercial execution standards
- Partner with Sales Leadership to identify capability gaps and prioritize development initiatives
- Work closely with Sales / BD Leadership, HR (L&D, Talent Development, C&B for incentive / recognition alignment if needed), Marketing / Product / Commercial Strategy
- BD Academy & Learning Program Management
- Build and operate the end to end BD Academy (Onboarding - Core Capability - Advanced - Leadership pipeline) covering:
- BD onboarding
- Core commercial & selling skills
- Strategic / enterprise selling
- Manager capability development
- Track and measure training effectiveness (training ROI, performance improvement impact)
- Sales Enablement & Commercial Toolkits
- Build and manage sales playbooks, pitch frameworks, and proposal standards
- Partner with Marketing, Product, and Commercial Strategy to ensure sales materials remain relevant and effective
- Performance & Capability Insights
- Analyze BD performance data to identify capability patterns and skill gaps
- Measure business impact of capability initiatives
- Provide periodic capability health insights to Sales Leadership
- BD Engagement, Recognition & Motivation Programs
- Design and implement engagement programs linked to performance and capability development
- Build and manage recognition and motivation frameworks for BD teams, including:
- Recognition programs based on impact and contribution
- Sales contests and motivation campaigns aligned with business cycles
- Best practice sharing and success story visibility
- Partner with HR and Sales Leadership to strengthen performance driven culture
- Monitor BD engagement, motivation level, and sentiment trends
Requirements
- 6-10+ years of experience in Sales, Commercial, Sales Enablement, Capability Development, or related fields
- Experience working with large scale Sales / BD organizations is a strong advantage Experience building training, enablement, engagement, or performance culture programs
- Strong business driven, data driven, and system building mindset
- Strong stakeholder management and influencing skills
