Job Title: Sales Capability Manager
Reports to: Senior Manager Route to Market

Role Summary:
The Sales Capability Manager will develop and support the front-line sales teams and trade partners through strategy, training, and capability development. The Sales Capability Manager works collaboratively with the MPL Academy to develop, implement, and drive sales initiatives, processes and capability throughout the company and the trade partners.

Sales Focus
• Lead, drive and embed a customer focused sales culture.
• Deliver effective sales programs and campaigns to meet the needs of regional performance in line with National sales strategies.
• Deliver and embed all new Sales initiatives throughout the country.
• Enhance the sales capability and confidence within the organization.
• Successfully champion, embed and support the adoption of effective RED sales management routines and disciplines.
• Support the monitoring of the company’s sales performance, benchmarking results and collaboratively working with the business to enhance performance.
• Embed & sustain RED Standards of Excellence through rigorous coaching on structured call; persuasive selling; and brand knowledge while on trade accompaniments.

Initiative Deployment & Implementation
• Managing the design, development and delivery of a range of integrated learning and development solutions.
• Facilitate training and development solutions to teams through in classroom and in market environments.
• Provide sales expertise and resources on new process launches, technology (software, applications, and devices), and financial analysis that enable successful sales in the marketplace.
• Develop training and deployment plans based on training needs analysis in conjunction with the MPL Academy and the Learning and Development Strategy.
• Support technology initiatives including User Acceptance Testing, data analytics, problem resolution and troubleshooting end users on applications, and software.
• Create clarity and understanding of all cycle plans through dramatization of activities in cycle briefings & Monthly Sales Review meetings.

Capability Assessment
• Conduct capability assessments through field execution trade time, examination, and certification.
• Lead and develop a team of Regional Business Managers, Territory Sales Managers.
• Aggregate observations of sales performance capabilities, report results and identify core areas for improvement.

Sale Consulting
• Conduct meetings with sales teams to drive execution improvements via identification of opportunities.
• Collaborate with MPL Academy, Head of Sales and Sr. Manager Route to Market to review development and capability opportunities.
• Build and develop strong sustainable relationships with internal and external stakeholders at all levels within MPL.
• RED Process Continued improvement bringing fact-based information through research and analysis of market activity.
• Demonstrates creativity and innovation in applying solutions for the benefit of both external and internal customer/stakeholder. People
• Provide valid and insightful information to evaluate performance of the whole sales force and to strengthen in-field execution in all levels Financial Responsibility
• Effective deployment of resource

Qualifications, Skills and Experience
• Bachelor’s degree in Business Administration, Marketing or a business-related field.
• Minimum 5 years in Sales/ Marketing /Distribution at an FMCG company of which 3
years’ experience is in Sales plus critical experience in Training
• Knowledge and understanding of Route to Market Standards and their implementation.
• Excellence communication, interpersonal, presentation, and influencing skills
• Good command of English in Listening, Speaking, Writing, and Reading skills
• Good computer skills (Word, Excel, Power Point, Photoshop basic)
• Project Management Capability Project Management excellence
• Extensive experience in Sales Capability identification and training planning
• Strong Commercial acumen
• Strong Influencing skills
• Expert understanding of Stakeholder management.
• Strategic thinking and focus
• Good knowledge of sales and sales staff behaviors