FMCG & Retail
27 Aug 2018
Job Opportunity : Go-to-Market & Sales Capability Manager(200-250K)
Position
Go-to-Market & Sales Capability Manager(200-250K)
Our Client
A leading international consumer goods company
Responsibilities :
Develop the strategy and lead the execution to strengthen and build the capability of sales team (both corporate’s and distribution partner) in sales, distribution & merchandising through sales coaching modules, field training & implementation of best practices in terms of go-to-market, in-store execution and merchandising
- Identify the sales coaching modules from corporate’s system suitable to the sales team and develop an annual capability calendar for company’s and distributor’s sales team
- Support line manager in preparation and finalization of Annual Operating Plan.
- Ensure effective rollout and execution of field training agenda, to ensure regular coaching of Area Sales Manager, Route Supervisor is aligned with process
- Rollout best practices to sales team
- Development of Sales Academy to operate as per corporate’s Academy Standards
- Lead the development of distributors JD and coaching them to improve corporate’s business efficiencies
- Ensure systems, tools and data availability to follow-up the results (especially for initiatives) and place corrective actions, if needed
- Track productivity result (TU Process measure, Performance KPIs)
- Maintain a presence in the field to follow up on implementation. Highlights strong performers and identify areas of improvement
- Develop a mechanism to map the sales functional capability of all traditional trade sales team and develop an action plan to address it
- Develop an organizational structure of Capability Team to address business requirement for next three years
Qualifications:
- 8-10 year experience in salesforce effectiveness, route-to-market, sale capability, sales training in FMCG industry
- Excellent communication, coaching and influencing skills
- Strong cross functional linkages require alignment of stakeholders’ expectations
- Drive specific actions through unit team having no formal reporting relationship
- Results driven – strong focus follow through from design to implementation and then ongoing involvement and review to ensure business needs and targets are met
- Strong organization and project management skills