Sales Capability Lead - SSA at PepsiCo

Overview

Partner with BU Leads, SSA beverages and HR teams to define Sales capability requirement across all channels and partner with Sector CoE to develop, implement and sustain a World Class curriculum, advanced learning techniques and accessibility in order to maximize ROI and build a world Class Selling Organization/career growth opportunities.

Responsibilities

• Lead the Commercial Capability Strategy for South Africa & Sub Saharan Africa Markets for Foods , Beverages, Essential Foods or Traditional Trade , Modern Trade , Away For Home & eCommerce, for company owned / Franchise & Joint Venture Businesses
• Partner with Sector to conduct the Sales skills Assessments for Simba / Pioneer & SSA for Managers and Front Line and define base line proficiency levels for each role within the Sales Force
• Partner with Sector to conduct the Commercial Capability Assessments for Simba / Pioneer & SSA for All GTMs and define base
• Basis Skills & Commercial assessment design Sales Capability Road Map for H1/H2 /H3 for the market and align key stakeholders (Sales Heads/ GTM Head) on phasing, deployment , resourcing & measurement
• Work closely with the Sector & External vendors to design new content for the new Pioneer categories in accordance with PepsiCo sales process to ensure harmonisations
• Deploy Sales Capability Training modules on a Train the Trainer basis to multiple markets , categories , businesses ensuring End User Deployments with high level of quality control and certifications
• Drive Modern Trade Hunting & Farming & NRM Capabilities
• Establish PEP World Class Customer Engagement Model (WCCE) across key Customers in organised trade and on-board cross functional teams to new ways of Customers engagement.
• Drive TAG action planning for Modern trade customers to improve scores
• Drive Away From Home Hunting & Farming & NRM Capabilities
• Provide SME support and facilitate the development of process improvement. Develop tailor made solutions/training modules for specific requirement for a Region
• Play a key role in cascading/deploying an effective and simple Sales Capability calendar to be implemented and sustained the capability team to measure & govern the return of investments of programs.
• Review the implementation and conduct health check for Sales Processes like WEC TT & MT , Distributor Management to establish BU wise Execution Dashboards / RR dashboards/ Coaching Dashboards & corrective plans as necessary.
• Maintain a presence in the field to follow up on implementation. Highlights strong performers & identifies areas of improvement.
• Leverage BIS to drive accessibility and develop new embedding techniques to maximize ROI (Gaming, E-Learning, video etc.) technology
• Lead the capability Deployment of PACE/ Sales force Automation for South Africa
• Establish Tracking KPI’s and score card for Sales BPT’s & change management Program

Qualifications

• Previous and successful Sales / Sales HR experience in a leadership role essential
• Previous bakery/breads/gains experience essential
• Relevant Tertiary Qualification
• Strong Team & Stakeholder Management skills essential Towering Strength in designing content and facilitating learning Modules
• Passion for learning, coaching and development of Career growth
• Excellent communication, interpersonal, influencing and persuasion skills
• Well versed in technology to drive new learning techniques and widen to learning material
• Strong knowledge of consulting skills and processes
• Proven expertise in developing and implementing learning strategies