The Sales Capability Manager is responsible for driving and sustaining strategic initiatives and develop sales force capability by leading the implementation of specified sales tools and executing programs to sustain them. The job holder will be required to spend approximately 3 weeks per month in Iraq (Erbil, Naghdad, Basra & Al-Najaf).
Accountabilities
1.Sustain Strategic Initiatives:
- Supports Go to Market transformation (e.g. segmented Go to Market) and sustain the different Go to Market mosaic within the unit.
- Be the Subject Matter Expert on Building Advantage Route using Automated Routing (Territory Planner) and sustain re-routing efforts leveraging Customer level data and validated Census opportunities
- Provides on-going problem solving and support to Sales Director / General Manager to help the unit continuously improve and sustain best practices in distribution, selling and execution.
- Supports Marketing Development Manager in training his reports on Account Opening and activating existing accounts
- Constantly tracks implementation performance results of Best PracticeTools and continuously suggests process improvement.
2.Change Management
- Clearly articulates preparation work and requirement for transformation work within the unit in full alignment with Sales Director / General Manager.
- Aligns Sales Manager and Territory Development Managers on a detailed action plan for the conversion by Territory / area.
- Defines & implements training requirements across the value chain (warehouse to Delivery) and training capabilities calendar execution internally and through 3rd parties.
3.Capability Coaching and Development
- Coaches Territory Development Managers on Go to Market activities and building sales force capability.
- Conducts Territory Development Managers appraisals jointly with the Sales Manager.
Desired Skills and Experience
- MBA from premier institute or BA with 6-7 years sales experience within Pepsi-Cola International (or in Fast Moving Consumer Goods Industry)
- Most successful Territory Development Managers and / or Sales Manager
- Sound functional / business knowledge
- Excellent communication, interpersonal, influencing and persuasion skills
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