Sales Capability Manager at The Heineken Company

KEY RESULT AREAS

• Identify future sales training needs on behalf of the sales functions.
• Ensure a strong alignment to the HBSA Learning & Development team so that no overlap of training provision occurs.
• Ensure a strong alignment to the Global Sales Capability team to enable the successful delivery and implementation of Group Commercial Competences across SA
• Responsible for driving the development, implementation, and management of digital solutions that enable the effective delivery of products and services to customers. Work closely with internal and external sales teams, Distributors and D&T to streamline and optimize the company's route to consumer (RTC) processes, through innovative and effective digital tools and platforms.
• To build Key Account Management and Route to Consumer capabilities and support a commercially active RTC plan that delivers on coverage of the local universe and builds increasing market share for HEINEKEN Beverages brands
• Lead in close coordination with sales managers the development of sales frontline capability via comprehensive training agenda's, best practice tools transfers and system development.
• Lead implementation and sustainment of field ready sales tools to ensure the development of front line to sustain business and fuel our growth.
• Delivery of all Sales fuctional learning and development interventions
• Provision of quarterly reporting on training delivered and future recommendations
• Identify gaps and deliver on the capability plan.
• Innovative approach to on boarding new employees
• Identifying and developing selling tools, techniques and systems to enable innovation in selling
• Improving the sales team’s effectiveness through its selling skills by applying the functional competences to the HBSA coaching standards
• Selection and management of external suppliers to design and deliver training interventions
• Continually review and develop the sales execution plan to ensure the growth of one way of selling through brand execution
• Act as a champion of sales execution by reviewing the sales capability team’s performance to deliver consistent and measurable improvement in Sales Teams
• Ensure collaborative working on key projects with stakeholders across Sales, Key Accounts, Trade Marketing, RTC and eBusiness.
• Improve sales force effectiveness through delivery of a coaching culture throughout Sales, Key Accounts, Trade Marketing, RTC and eBusiness teams. 
• Provide tools that allow HBSA sales leaders to develop competitive advantage through coaching

EDUCATIONAL QUALIFICATIONS

• Tertiary Graduate degree/diploma in Commerce/ Business Administration

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES

• Minimum 5 years’ experience within FMCG sales environment
• Sales Managerial experience of min. 2 years
• Exceptional people and relationship-building skills
• Demonstrated presentation skills
• Exceptional decision-making abilities.
• Builds strong relationships and networks. 
• Effective communication and negotiation skills.
• Delivery orientated, always keeping excellent execution at the core.
• An understanding of changing market trends and best practices.
• Strong reporting system background, with a proven track record of meaningful reporting tool development.
• A strong sense of innovation and a passion for continuous improvement.