Purpose of the job

Maximizes sales department effectiveness by determining and solving sales representative and sales manager training needs.

Key Accountabilities 

• Design, develop and deliver global sales skills training from the global commerce university and to the regional and local capability resources and external suppliers.
• Lead in close coordination with sales field management to develop sales capability via comprehensive training agenda, best practice tools transfer, and system development by leading the implementation and sustainment of field ready sales tools to ensure the development of front line to sustain business and fuel our growth
• Implement and sustain the Frontline Sales Management Program (FLSMP), through Best Practice tools, consistent Health Checks and field audits to ensure complete compliance to the Global Sales University and Sales Capability Development agenda
• Accomplish sales training human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures
• Achieves sales training operational objectives by contributing sales training information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining sales training system improvements; implementing change
• Meets sales training financial objectives by forecasting sales training requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions
• Determines training requirements by studying sales and marketing strategic plans and current sales results; conferring with sales executives; reviewing results of trainer coaching; evaluating training effectiveness
• Develops job results resources by designing information systems; maintaining libraries and databases; building interactive and integrated job support systems
• Develops managerial results by orienting new managers; conducting management training programs; providing learning resources; coaching individual managers
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations
• Accomplishes sales training and organization mission by completing related results as needed.
• Work closely with frontline sales management in order to plan and implement routing in order to improve route productivity through utilization of best practice tools and technology
• Work closely with the delivery team to improve the efficiency of the delivery trucks through implementation of dynamic routing and KPI's tracking
• Identify and implement the right GTM model for our new and existing customers in close conjunction with the field sales management as well as visibility and due diligence on closed customers
• Perform other activities as assigned by supervisor

Department : Sales Capability

Function : Sales

Reporting to position : Sales Manager

Job Requirements

Education

• University Graduate & Computer Literacy (Windows applications)
• Comprehension, knowledge and understanding of the Company’s suite of training materials
• Comprehension, knowledge and understanding of the company’s policies and human resource development philosophies and strategies.

Experience

• 8 to 12 years of experience within the commerce function, ideally in multiple markets
• At least 3 years of experience in Sales Frontline leadership role

Leadership/ Behavioral Competencies

• Put Safety First
• Act as an Entrepreneur
• Collaborate Through Trust
• Keep it Simple
• Learn, to improve

Languages

• Amharic, English and other local language (Preferred)

Functional Competencies

• Customer Insight 
• Category, Portfolio and Brand understanding 
• Channel, Shopper and On-Trade Consumer Understanding  
• Route to Market Strategy   
• Route to Market Profitability         
• Customer Management
• Key Customer Planning 
• Sales Organization and Performance Management 
• Distributor Management    
• Commercial Asset Management           
• Selling and Negotiation 
• Excellence in Execution 

How to Apply

Interested and qualified applicants can send their CV'S through hk@ethiojobs.net

Note: Use " Sales Capability Manager " as the subject line of your email !