Regional RTM & Sales Capability Manager at Jobrole Consulting Limited

Job Description

• Own the deployment of the new commercial Ways of Working in the assigned region: Training the field sales team on Structured Call, Persuasive Presentation Process, Sales Drivers, Distributor Management, Field Sales Management, Negotiation Skill, etc.
• Support the deployment of the RTM Strategy in the assigned region.
• Conduct classroom and field coaching and accompaniment with Chi’s Sales team and 3rd Party Reps.
• Track usage compliance of Sales Tools by the field sales team and distributor sales team.
• Support the field sales team to develop coverage strategies for different sales channels
• Coach line managers on the field to drive embedding of the Standard Way of Working
• Ensure timely submission of monthly reports and trackers. i.e. IMS report, Coaching & Accompaniment reports, Sales Scorecard, Joint Business Plan (JBP) updates.
• Drive the Commercial Technical Skills (CTS) development of the commercial team through being part of CTS benchmarking exercises, analysing the outcome and working with the sales team to action training plans and personal development plans to ensure continuous improvement in the selling and commercial capabilities of the team.
• Plan and execute sales induction & onboarding programme for new sales partners teams.
• Lead the Sales Accreditation exercise for the field sales team in the assigned region.
• Manage and strengthen the business partnership with distributors through training the distributors on Warehouse & Inventory Management, Human Resource Management, Finance Management, Sales Operation, etc.
• Manage the Joint Business Planning Process with distributors.
• Manage the reward and recognition program for the sales team in the assigned region.
• Manage Sales Force Automation to drive data accuracy for the business.

Challenges:

• Influencing peer group to act without applying positional power
• Changing embedded mind-sets to a different way of thinking / working
• Managing several workstreams simultaneously.

Key Performance Indicators

• Deploy 100% of Sales Capability plans on time and in full.
• Spend minimum 50% of time in field coaching and accompaniment.
• Achieve 60% average post training score and 70% overall feedback rating for Sales Capability Classroom Trainings to 3rd Party Reps.
• Volume and distribution target achievement in line with RTM Strategy
• Achieve 60% accreditation pass of Sales Team

Education / Knowledge, Skills, Attributes, Experience & Other Requirements
Education / Knowledge:

• Minimum requirement: Graduate
• Added advantage: MBA

Experience:

• Minimum requirement: ASM and Sales Line Manager experience (minimum of 5 years).
• Added Advantage: Previously held Capability or Training role.