Regional Sales Capability Manager at Grand Oak Limited

PURPOSE OF THE JOB 

• The purpose of this role is to build capabilities of the sales team through identification & sharpening of field sales team’s skills and processes in order to achieve company’s business objectives. Also to ensure that the right caliber of staff both in quantity & quality are available always to meet the company’s sales needs.

KEY RESPONSIBILITIES 

Training

• Identification of skill gaps in sales workforce through accompanied market visit for the purpose of creating Individual Development Plan(IDP)
• Determine, source & deploy sales training programmes in conjunction with NSM & HRM with approval of MD
• Tutor the sales team on basic sales processes and sales management for productivity
• Maintain a database of sales training deployed Evaluate the effectiveness of training on business through routine market visits
• Review of post training evaluation provided by HR with a view to providing concrete feedback to the respective RBMs & NSM for the purpose of periodic performance assessment, marking a copy to the MD
• Building & sustaining value-based capability of the sales team in order to ensure they excel in modern day sales space

Exploring Market & Customer Opportunities

• Regular trade visit to spot and back check sales activities and basic sales process & provide feedback to management
• Engage on accompaniment visits to trade in order to facilitate on the-job training 2
• Identify the training needs of our key customers in conjunction with the NSM in order to provide required training to the distributors and their staff
• Required to constantly spot & evaluate channel opportunities in the market place Provide competitive advice to Managing Director for exploration & exploitation of such opportunities Liaises with marketing department to drive the evolving e-commerce platform

Sales Infrastructure & Programmes

• Monitor & track the deployment/utilization of critical sales tool usage like field-max
• Evaluate gaps & recommend areas of improvement in such tools for MD’s consideration
• Excellent communication of bonus scheme by holding group dissemination session

Recruitment & Performance Assessment

• Works with HR Department to assess current sales team performance
• Participates in recruitment of sales employee in order to identify potential & acquire necessary sales skills
• Liaise with HR to ensure there is a pool & plan to retain high potential sales team

MAJOR CHALLENGES 

• Getting line manager to follow through agreed post training action plans
• Coordinating programs running concurrently at different locations
• Maintaining a productive working relationship with both HR & field force

PRINCIPAL ACCOUNTABILITIES 

• Ensure approved sales training programmes are implemented in line with annual business plan
• Liaise with HR/training institutions & consultants to ensure that all sales training programmes are planned
• Ensure achievement of e-commerce sales target
• Prepare External Customer Satisfaction report
• Track/monitor the use of sales tools such as Fieldmax and appraise the gaps/required improvement in line with the dictate of the market
• Coach & mentor sales personnel to address development needs, thereby improving the effectiveness of the sales force
• Prepare a sales process compliance report 3
• Ensure coordination, assessment and evaluation of sales training effectiveness to ensure transferability of learning thereby enhancing achievement of agreed training objectives
• Handle specific sales development project as assigned by the MD for the purpose of achieving set business objectives

QUALIFICATION & EXPERIENCE 

• Minimum work experience of 12 years
• B.Sc degree in any discipline
• MBA qualification will be an added advantage

SKILL REQUIREMENTS

• Ability to deploy impact knowledge & develop an individual effectively •
• Excellent presentation & communication skills
• Strong project Management Skills
• Ability to formulate sales operational guidelines
• Good leadership & influential skills
• Good knowledge in assessing & developing people’s talents
• Coaching & Mentoring Skills