Sales Capability Development Manager at FAN MILK plc

Purpose

• The role would be responsible for creating and implementing training programs and overseeing the development of careers in the Sales organisation.
• Coordinate performance, competencies and evaluates productivity in the Sales Department.

Principal Accountabilities (IPE Factors: Impact & Innovation):

• Leading and driving the Fanmilk internal and external capability agenda.
• Develop and implement Fan Milk’s training plans/modules for her sales team (all levels) and embed the Fanmilk way of working via on the job coaching -field and classroom training
• Develop Sales Competencies framework for Fan Milk.
• Evaluate and test competencies of the sales team.
• Ensure the Sales Execution -Tablet solution is function appropriately.
• Ensure accuracy in Sales force KPI Reporting
• Accuracy in Vendors/ Customers weekly sales report
• Manage the Data gathering Unit.
• Develop and implement (with HR) a talent-based hiring program for the SO, RSM etc.
• Develop and implement an induction program for SO, RSM etc.
• Drives and monitors performance evaluation and coaching between NSM/RSMs and RSMs/SO.
• Identify the potentials of high performers and build on their strengths.
• Pool best practise and train the team on how to improve KPI performance.
• Establishes and evaluates metrics for assessing training effectiveness.
• Analyzes and evaluates training needs/gaps on an on-going basis to keep trainings current, effective and result driven
• Develop a process for Regions to reward performing SOs in conjunction with HR

Accountabilities

• Recruitment and induction; lead the recruitment and induction for vacancies and expansion in the Sales organisation..
• Delivery of the training plan On Time in Full - OTIF
• Drive a winning culture; lead coaching and coordinate monthly Regional meetings and ensure target understanding.
• Maintain and update Sales team information documents

Reporting and Scope (IPE Factor: Knowledge/teams & breadth):

• The position reports directly to the National Sales Manager - Outdoor
• The scope of this position is domestic & International.
• Direct Reports -Training Manager & Regional Sales Manager - matrix- dotted line
• POP Execution; conduct structured market visits and write feedback reports regarding outlet activations and sales operations.

Performance Management (Key Performance Indicators)

• Sales Execution : Tablet Solution functionality.
• Accuracy in Salesforce KPI Reporting
• Accuracy in Vendor/ Customer Weekly Sales Report
• ROI on Training
• Training Cost
• Percentage of Employee below competence
• Training hours per employee
• Training Cost/Turnover

Critical Qualifications/Skills/Experience
The ideal candidate:

• He/She must be an outgoing and convincing personality; with a sense of urgency, who can communicate at all levels and persuade key stakeholders in to the right course of action.
• Leadership skills
• Minimum of first degree in Business Admin, Marketing or other related discipline (2.2)
• The Ideal person must have financial and business acumen.
• Minimum of 5 years post graduate experience in sales of FMCG with multi-cultural/multinational environment.
• IT skills (MS office - Powerpoint, Excel, Word)
• A desire to constantly improve training effectiveness by developing new approaches
• Presentation Skills
• Must have exceptional Training management and  facilitation skills
• Planning, organising and analytical skills
• Ability to Drive - Possession of valid Driver’s Licence
• Result oriented

Learning & Career Opportunities:
In this position, the incumbent will have an opportunity to acquire skills and knowledge in the following areas;

• Work as a team lead in a large organisation
• In-depth business knowledge of Fan Milk business
• Good (internal and external) communication skills
• Business development skills
• International Leadership programme.