Job Title: Sales Capability Manager
Location: Lagos
Details
- Our mission is to be “The Supply Partner of Africa’s retail outlets” by using technology to give the retailers what they want, when they want it, facilitated and supported by a Capability Manager who will be responsible for the roll-out of a Best in Class Standard Operating Procedures for sales by challenging and ensuring the quality use of tools, processes and skills.
Who we want?
- We are looking for goal-oriented and proactive individuals with great Influencing skills who have the right attitude and persona as well as the ability to drive sustainable retail business growth.
- They should be able to manage business operations seamlessly with a demonstration of strong business ethics.
- The individual must be passionate and demonstrate ownership to assess and translate opportunities into increased distribution and market execution leading to greater business results.
Responsibilities
You will be responsible for:
Sales Capability Processes:
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- Assess and develop sales standards (execution, supervisor and managerial level)
- Optimize sales call and execution excellence process with respect to specific trade channels
- Visit trade to develop optimum and effective processes
- Work with concerned stakeholders on automation of processes
Role Profiling and Process Mapping:
- Identify key tasks required to execute successful customer development and growth journey
- Map tasks against relevant roles and optimize roles based on as-is and to-be for each role
- Develop role profiles based on company strategic direction and objective
- Identify optimum persona and competence required for each role and periodically evolve
- Growth planning and Implementation
- Research, develop and implement Sales Development Plan
- Monitor clear performance objectives for all sales managers and ensure they are achieved by training and developing a professional, highly skilled and motivated sales manager
- Accompany sales managers in markets as they carry out regular training and development of their sales personnel, giving feedback on strengths and development opportunities
- Maintain visible, productive relationships with all Regional Sales Teams
Capability and Capacity Development:
- Assess people’s competence through a structured framework on training Need Analysis TNA
- Develop and prioritize training for functional and behavioural skills for each hierarchy/role
- Develop simple, practical and effective training content
- Devise training calendar and manage execution through effective scale up
- Champion and ingrain the benefits of continuous development and improvement in sales effectiveness
- Measure and track training effectiveness through impact on Key Performance Indicators (KPIs)
- Lead profile pool management with HR and manage interviews proactively for required headcount
- Develop an effective onboarding toolkit and its implementation
- Assess training effectiveness through training quizzes and feedback mechanism
- Track record for every activity or project for collaboration with stakeholders and timely action.
- Performance Management
- Generate and define Route to Market metrics dashboard in collaboration with HGO and SOM
- Develop reward and recognition programs in collaboration with concerned stakeholders
- Lead Annual Objective setting and periodic reviews for all Growth Operations
- Support the organization’s sales team in setting objectives for redistribution, deployment and execution
- Support the coordinating of all product launches, activation exercises and relaunch of existing products in desired locations/regions
- Support the engagement of all Market Development Team members in their Weekly Market Development activities
Requirements
- Minimum of Bachelor’s or Master’s Degree in Business Administration
- 4-5 years’ relevant experience in a similar position in the Food and Beverages industry /FMCG
- Experience in handling Key distributors and ability to support the development of RTM Model & Strategy
- Excellent hands-on Sales Training and Development experience
- Excellent hands-on experience in Data Analysis, ERP and MS Office, especially MS Excel skills.
- Deep knowledge of Sales, Distribution and Logistics with firm understanding of retail trade dynamics
- Strong knowledge of both internal and external influencers within the retail industry
- Familiar with the key drivers of sales force effectiveness and the capabilities, processes and practices required to drive them.
- High level of analytical skills with detail orientation
- Excellent written and oral communication skills
- Technology-inclined and excellent project management skills.
Apply Now
Note: Due to volume of applications, only shortlisted candidates will be contacted.
Deadline: May 26, 2023
Job Features
Job Category | Sales / Business Development |