JOB PURPOSE
· Address the capability development requirements of each level, by priority, through organizing the relevant trainings, on field coaching programs.
· The Sales Capability & Training Manager will work closely with Line Manager and partner with Business Leaders (Sales Director, Geography Business Manager, Regional Sales Manager, Modern Trade Manager, E- Com Manager) to design and produce the strategic sales capability roadmap and learning journeys for all roles & develop the core competencies and skills matrix (for roles, leadership) required for Field Sales Team to meet its goals.
JOB ACCOUNTABILITIES
· Analyze market information to consult and advise individual sales managers on strategic activities on market.
· Coordinate with Sales Efficiency to ensure an accurate combination and calculation for Sales Force Ranking, Sales Reward Program for all disciplines and layers nationwide.
· Project owner on developing the Sales Trainee program to build the next generation of sales leader together with the support from HR.
· Ability to use current sales data, reports and provide analyses to demonstrate and supervise the progress and development of Field Sales Team.
· Track sales force incentive distribution curve and individual outliers on an on- going basis.
· Design the qualifying process and be the key person accountable for evaluating, qualifying sale people to be promoted to higher level, position in sales.
· On- going training to all levels of Sales Managers.
· Work with Sales Efficiency, Route to Market to suggest, design and manage the business KPIs, performance and ranking of total sales force, adjustment.
· Coordinate with L&D in order to best design, to conduct train- the- trainer in order to deliver the classroom Sales training modules of both hard skills and soft skills required for each particular level, advise sales managers and organization about available regional/global training programs and tools.
· Conduct field training, coaching to give advises, expertise to all sales Managers level.
· Provide expertise in capability building and training, ensure all USM/ASM/RSM, TM/KAE/KAM to maximize the application of information tools to optimize their productivities.
· Plan, control the assigned operational budgets related to training costs and training delivery.
· Coordinate with TA, HRBP & Sales Leaders on interview, select suitable candidates for field sales organization.
· Accountable for the Sales On boarding process, ensuring that every new join employee receive the relevant knowledge, skills before and while handling the new role.
