Scope of Role

The Sales Capability development is responsible to provide leadership in building capability in people, tools and processes that deliver increased competitiveness in sales teams and trade partners. Work with Sales Team Leaders to cascade new initiatives on capability .

The role is also responsible for training, development and motivation of all sales personnel so that defined levels of service quality to trade are achieved in the most professional and cost-effective way.

Purpose of Role

This role looks after the training and development and motivation of the sales organization. It is responsible for the development of periodic capability improvement programs, assess the level of execution and service delivery to trade, challenge existing processes and work towards the improvement with stakeholders involved.

Key Responsibilities and Accountabilities

• Assess and develop sales Standard: he/she is responsible for the continuous assessment of the sales standards and practices, development and implementation of new ways of workings, standards, process for a better trade service.
• Sales Team capability Development: Develop and govern the successful delivery of the Capability Plan and ensure that the quality of training meets company standards both on content and delivery.
• Identifying functional Sales Capability competencies for the field-force across levels (from DSM to Distributor Sales Representative) and Creation of cutting-edge training content to meet the Competency gaps through both function-based training and Competency based training.
• Lead the couching culture: Act as a lead coach for sales leaders and keeping the coaching culture alive by ensuring Sales managers also spends time in trade coaching their team and modelling the behaviors the business wants to deliver the objectives.
• Complete other responsibilities as assigned by his/her supervisor.

Requirements

Education: BA Degree in sales, marketing, business or any other related field from a recognized university.

Experience:

• 3-5 years of experience in sales and marketing in FMCG.
• At least 1 years of experience in Sales at a management level is added advantage.

Skills:

• Strong track record in Sales ideally.
• Strong Communication of English and Amharic
• Strong understanding of all Selling Capabilities and able to coach others in their application.
• Previous experience of managing/leading teams either directly or indirectly.
• 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 particularly valuable.
• Previous exposure to strategy development is valuable.
• An accomplished people leader who is passionate about growing themselves and others
• Proactive in decision makings
• Very good Microsoft word and excel skills