|Date Posted||August 14, 2022|
Sales and Marketing
Key Duties & Responsibilities
Evaluation and Planning
- Works closely with the Trade Marketing, Route to Market, Regional Sales Managers, Insights, Organizational Design Managers and Human Resource Managers to systematically review and identify the current skills, process and capability gaps for each position within the commercial organization versus business design and requirement.
- Regularly review capability score lines and Sales Force Effectiveness performance from Wingman and Mac Mobile for the Pre-sellers, Account Developers, Area Sales Managers and from Official Coca -Cola Distributors surveys and understand the common opportunities for improvement.
- Regularly validate the survey results by shadowing Area Sales Managers and Account Developers on the Capability surveys to see real time capability requirements in order to make suggestions for improvements. Review regularly RED, GREEN and GOLD scores for commercial teams.
- In line with Gaps identified develop and implement capability skills enhancement, process improvement, performance and working routine execution planning and critically data Management development plans for each position or function in line with target improvement area.
Implementation of Capability development program
- Develop a quarterly calendar of training and improvement initiatives for your region to address both operational gaps and also strategic initiates, share and align this plan with the Capability Development Managers, Regional Sales Managers and all critical stakeholders Route to Market team, Regional Trade Marketing Managers for alignment and support.
- Plan should address all critical capability enablers linked to new Coca – Cola Beverages Africa Kenya design and should include technical and digital trainings on Mac Mobile correct utilization and Wingman Reporting and Coaching dashboards as a tool to drive business growth.
- Monthly and quarterly reviews of said plans with Regional Sales Managers and all stakeholders to review improvements and implement adjustments.
- Take part in regular Area and Regional operational review meetings and market visits to stay close to the market reality and ongoing opportunities.
- Subsequently provide input into periodic and timely training need analysis – as per the business requirements. Especially focus on the OSCARS in particular the competency acquisition process.
- Improves the data management selling and execution skills index through effective on the job and classroom-based coaching and development on specific channels.
- Tracks and monitors management time in trade coaching Account Managers, Sales Reps, Merchandisers and Field Marketers.
Executing Capability Development
- Trains employees and intermediaries as per the Training calendar.
- Provides On the Job Training as per plan.
- Utilize tools and instruments to measure the levels of knowledge and skills and ensures consistent and accurate tracking and reporting of the same within the Learning and Development tracker.
- Provides required data in specified format for National Learning and Development reporting.
- Ensures effective maintenance of Regional training records as they relate to sales development and co-ordination of training interventions with Human Resources.
Develop Competency Based Learning and Development Solutions
- Designs and develops customized training modules and training solutions to suit the specific and generic needs of the sales force, using appropriate sales data and statistics to identify needs.
- Design and develop learning materials in support of learning and development activities.
- Ensure continuous improvement of existing material.
- Co-develop effective induction programs for sales force.
Skills, Experience & Education
- Minimum 5 years’ of relevant experience in Sales and Marketing
- At least 2 years’ experience in a coaching or facilitation, training role
- Approximately 5 years Sales and Marketing experience, preferably within Management Capacity or Coaching, Training
- Bachelors’ related Degree
- Certificate in Coaching is an added advantage
Closing Date 2022/02/09