Regional Sales Capability Manager at Grand Oak Limited

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 programs 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 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 to facilitate on the-job training
• Identify the training needs of our key customers in conjunction with the NSM to provide required training to the distributors and their staff
• Required to constantly spot & evaluate channel opportunities in the marketplace
• Provide competitive advice to Managing Director for exploration & exploitation of such opportunities
• Liaises with the marketing department to drive the evolving e-commerce platform

Sales Infrastructure & Programs:

• Monitor & track the deployment/utilization of critical sales tool usage like fieldmax
• Evaluate gaps & recommend areas of improvement in such tools for MD’s consideration
• Excellent communication of bonus scheme by holding group dissemination session 4. Recruitment & Performance Assessment
• Works with HR Department to assess current sales team performance
• Participates in recruitment of sales employee 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 program are implemented in line with annual business plan
• Liaise with HR/training institutions & consultants to ensure that all sales training programare 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
• 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

Requirements

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

Skills 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