Sales Capability Manager at TradeDepot

Who are we?

TradeDepot is a Digital B2B Commerce and embedded finance company headquartered in San Francisco, California. At TradeDepot we are building the largest digital network of retail outlets in Africa and changing the way mega Consumer Goods Brands distribute products to over 5 million retail stores on the continent. 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.

You will be responsible for: 

Sales Capability Processes:

• 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 Bachelor’s or Master's degree in Business Administration
• Minimum of 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