Sales Capability Specialist at Diageo

Job Description
Purpose of Role

The main responsibility is to implement interventions that help to build the capability of the Field Sales organisation and support the Field Sales organisation to ensure execution excellence and the delivery of their goals. The incumbent will implement and monitor capability standards and programmes for the field sales and report on the field sales force capability

Top Accountabilities

• Standards of Excellence for Field Sales Management
• Complete a comprehensive assessment of regional SOE capabilities to inform the design and execution of the DWS capability plan.
• DWS Capability plan
• Championing implementation of Brilliant Sales Execution standards and govern the successful delivery of the Capability Plan. Ensure that the quality of interventions meet world class standards both on content and delivery. (Managing Relationships incl. 8 steps of the call, Persuasive Selling and Sales Drivers as well as Coaching and Commercial Math’s)
• Aligning outcomes of the Sales Capability Plan to the Capability &
• Commercial Scorecard requirements
• Ensure enhancement, alignment and consistency of Capability Plan across the region
• Own In-touch capability plan

Stakeholder Management

• Build and sustain relationships with sales managers, DSMs, 3rd part regional managers and the sales force so as to successfully deliver the in-market capability plans within budgets / key milestones.
• Managing Performance
• Continuously measure sales force effectiveness through the Sales Capability Scorecard

Qualifications and Experience Required

Qualifications

• Degree/diploma or similar

EXPERIENCE

• 3 + years sales management role with ability to demonstrate successes in leading, building and developing a team.
• Proven track record in Sales at management level ideally with experience in at least 1 area of Sales. Particularly critical is previous experience in a customer facing role.

SKILLS

• Strong understanding of all (or comparable) Way of Selling Capabilities and able to coach others in their application
• Previous experience of managing/leading teams directly. Able to influence and build great relationships across the business. A strong track record as a coach is critical. Knowledge and experience of change management is an asset
• Adopts a coaching approach & ability to deliver outcome through others
• Build and sustain trust with others through real relationships at ALL levels and cross functionally
• A champion of brilliant (sales) execution – reputation for delivering results with rigour and commitment
• A continuous improvement mind-set evaluating processes, programs tools & frameworks and identifying areas for change
• Ability to operate independently in virtual teams

Barriers to Success in Role

• Inability to align DSMs and SMs and 3rd parties to Standards of Excellence and DWS programme priorities and inability to drive to simplicity
• Lack of depth of understanding of the DWS capability programme
• Inability to operate effectively and cross functionally with regional sales leadership teams & central commercial teams
• Lack of ability to coach, develop talent and inspire teams
• Lack of ability to engage & inspire internal & external stakeholders.