Regional Sales Capability Manager at Grand Oak Limited

PURPOSE OF THE JOB 

• The purpose of this role is to build capabilities of the sales team through identification & sharpening of field sales team’s skills and processes in order to achieve company’s business objectives. Also to ensure that the right caliber of staff both in quantity & quality are available always to meet the company’s sales needs.

KEY RESPONSIBILITIES 

Training 

• Identification of skill gaps in sales workforce through accompanied market visit for the purpose of creating Individual Development Plan(IDP) 
• Determine, source & deploy sales training programmes in conjunction with NSM & HRM with approval of MD 
• Tutor the sales team on basic sales processes and sales management for productivity 
• Maintain a database of sales training deployed Evaluate the effectiveness of training on business through routine market visits 
• Review of post training evaluation provided by HR with a view to providing concrete feedback to the respective RBMs & NSM for the purpose of periodic performance assessment, marking a copy to the MD 
• Building & sustaining value-based capability of the sales team in order to ensure they excel in modern day sales space 

Exploring Market & Customer Opportunities 

• Regular trade visit to spot and back check sales activities and basic sales process & provide feedback to management 
• Engage on accompaniment visits to trade in order to facilitate on the-job training 2 
• Identify the training needs of our key customers in conjunction with the NSM in order to provide required training to the distributors and their staff 
• Required to constantly spot & evaluate channel opportunities in the market place Provide competitive advice to Managing Director for exploration & exploitation of such opportunities Liaises with marketing department to drive the evolving e-commerce platform 

Sales Infrastructure & Programmes 

• Monitor & track the deployment/utilization of critical sales tool usage like field-max 
• Evaluate gaps & recommend areas of improvement in such tools for MD’s consideration 
• Excellent communication of bonus scheme by holding group dissemination session 

Recruitment & Performance Assessment 

• Works with HR Department to assess current sales team performance 
• Participates in recruitment of sales employee in order to identify potential & acquire necessary sales skills 
• Liaise with HR to ensure there is a pool & plan to retain high potential sales team 

MAJOR CHALLENGES 

• Getting line manager to follow through agreed post training action plans 
• Coordinating programs running concurrently at different locations 
• Maintaining a productive working relationship with both HR & field force 

PRINCIPAL ACCOUNTABILITIES 

• Ensure approved sales training programmes are implemented in line with annual business plan
• Liaise with HR/training institutions & consultants to ensure that all sales training programmes are planned 
• Ensure achievement of e-commerce sales target 
• Prepare External Customer Satisfaction report 
• Track/monitor the use of sales tools such as Fieldmax and appraise the gaps/required improvement in line with the dictate of the market 
• Coach & mentor sales personnel to address development needs, thereby improving the effectiveness of the sales force 
• Prepare a sales process compliance report 3 
• Ensure coordination, assessment and evaluation of sales training effectiveness to ensure transferability of learning thereby enhancing achievement of agreed training objectives 
• Handle specific sales development project as assigned by the MD for the purpose of achieving set business objectives 

QUALIFICATION & EXPERIENCE 

• Minimum work experience of 12 years 
• B.Sc degree in any discipline 
• MBA qualification will be an added advantage 

SKILL REQUIREMENTS

• Ability to deploy impact knowledge & develop an individual effectively • 
• Excellent presentation & communication skills 
• Strong project Management Skills 
• Ability to formulate sales operational guidelines 
• Good leadership & influential skills 
• Good knowledge in assessing & developing people’s talents 
• Coaching & Mentoring Skills