Head, Sales Capability Development at Dangote

Description

We are currently hiring for the position of Head of Sales Capability Development.

As the Head of Sales Capability Development, you will be responsible for providing strategic direction in migrating the team from orders taker to value creator with the best-in-class sales skills.

You will work closely with the Sales and Marketing team to identify training needs, develop training materials, and deliver impactful sales training initiatives.

Job Responsibilities:

• Financial: Creation and Management of Route To Market, Distributors Management and Field Training Budget.

Market Complexity:

• Internally – Provide strategic direction for the team: RDs DRDs Corporate Accounts Team, ASMs SOs & RTMMs. Works with team and deliver solutions to meet Team and individual capability needs. Work closely with HR to develop tailor made induction programs for new hires in sales & marketing. Manage the engagement of other stakeholders such as Finance, HR and Distribution Services team. Also work closely with Central Capability Team.
• Externally – Work closely with Distributors and Distributors Sales Team to delivers training solutions and enhance their capabilities in line with company objectives.

Leadership Capabilities:

• Courage – Stand for what you feel is right for the individual, team and market on a national basis to ensure a solution fit for market. Build and sustain trust with others through real relationships.
• Accountability – Overcome objections by creating ideas and opportunities to enable you and others to go beyond the existing situation.
• Networking – Build alignment and commit to delivering outstanding relationships. A great coach who creates a proactive supportive and challenging climate of individual development where excellence is expected. Set performance objectives, which direct individual/Teams contributions toward business objectives. Manages change sensitively by giving clear directions and encouraging others to approach him during times/issues of uncertainty. Demonstrates strong one to one coaching capability.
• Drive – Move effectively between the strategic and operational detail. Stays focused on the priorities and demonstrate rigor and brilliant execution. Builds timeframes and allocates resources to address capability gaps. Keeps informed of capability strengths and development areas across the Sales function.

Oneness – Work as a team. Be an ambassador for the development of teams’ capabilities and Sales Destination programs. Passionate about delivering results through others to drive significant business benefits.

• Manage seamless transformation of Distributorship system to Active Partnership.
• Responsible for the capability development of Sales Team: Regional Sales Directors, Deputy Regional sales Directors, Area Sales Managers, Relationship officers and Route to market Managers.
• Champion Distributors Development agenda post appointment.
• Align capability agenda with the central team.
• Develop Sales Training Plan/Calendar and coordinate its implementation to ensure effective formal and on-the-job training.
• Build capability programme for the Business Partners and drive its implementation to enhance Distributors capabilities

Qualifications and Requirements:

• Bachelor's degree in Business Administration, Sales, or a related field.
• Minimum of 20 years of experience in sales and distribution, preferably in a managerial role.
• A strong track record in Sales at a management level ideally with experience in at least two areas of Sales. Particularly critical is previous experience in a customer facing role whether in Field Sales or Account Management.
• Proven track record of designing and implementing effective sales training programs.
• Strong knowledge of sales methodologies, techniques, and best practices.
• Excellent presentation and facilitation skills.
• Ability to analyze training needs and develop targeted training solutions.
• Strong project management skills, with the ability to manage multiple training initiatives simultaneously.
• Good understanding of adult learning principles and training evaluation methodologies.
• Proficiency in using learning management systems and other training technology tools.
• Excellent communication and interpersonal skills.
• Ability to work collaboratively with cross-functional teams and build relationships with stakeholders at all levels of the organization.