Job Description

Coca - Cola Kwanza has an exciting vacancy of Sales Capability Manager at Dar es Salaam Plant. This is a position reports directly to the Sales & Market Execution Director, to support business growth and execution scores through training and people development initiatives through analysis of opportunities in sales execution and coaching and developing the skills required to achieve and continuously improve our execution excellence in the market.

Key Duties & Responsibilities

Driving Execution Excellence

• Provides input into periodic and timely training need analysis – as per the business requirements.
• Works with the RSM, ODM, HRM to develop and drive the implementation of the Capability Development Plan
• Improves the Sales skills index through effective on the job and classroom based coaching and development.
• Tracks and monitors management time in trade coaching Account Managers, Sales Reps, Merchandisers and Field Marketers.
• Implements and monitors performance in terms of Sales Force Effectiveness metrics (Red, SFE, etc.) and adapts and develops training solutions to address related capability gaps identified.
• Develops key account and route to market capability in the region.
• Updates and co-ordinates RED/Co-operate on Red outlet audits.
• Tracks RED action plans and reporting for the region.
• Devises and implements Initiatives on staff motivation/skill building for sales employees.
• Identify or develop and deliver and maintain training programs or solutions required to address individual and organisational needs.

Executing Capability Development

• Trains employees and intermediaries as per the Training calendar.
• Provides ‘On the Job’ Training as per plan.
• Utilise tools and instruments to measure the levels of knowledge and skills and ensures consistent and accurate tracking and reporting of the same within the L&D tracker.
• Provides required data in specified format for L&D reporting.
• Ensures effective maintenance of Regional training records as they relate to sales development and co-ordination of training interventions with HR.
• Ensures timeous RE on L&D spend and tracks spend in predefined L&D Plan.
• Manage costs of planned programs within budget
• Evaluate quality of Learning and Development through disciplined execution of ROI and other evaluation methodologies
• Ensure compliance to statutory training requirements

Develop Competency-Based L&D 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 salesforce

Skills, Experience & Education

Qualifications and Experience

• Relevant degree in Sales and Marketing or Education and Training
• Minimum 3 Years of relevant experience in Sales and Marketing
• At least two years’ experience in a coaching or facilitation/training role
• Qualified Facilitator or Sales and Marketing Qualification
• Approximately 3-4 years Sales and Marketing experience, preferably within a training or management capacity

Competencies

• Strategic and business thinking integrating complex information from multiple sources to drive solutions
• Deep expertise in Insights and Knowledge Management
• Influential with strong communication skills
• Strong interpersonal skills, collaborative and able to develop relationships
• Appreciation of the business environment.
• Updated on trends, customer, category and competitor analysis
• Innovative problem solver that is resourceful and pragmatic
• Prioritise, plan and deliver on a number of deliverables in simultaneously
• Growth Mindset focusing on consumer and customer
• Building Talent & Teams

General

To support business growth and execution scores through training and people development initiatives through analysis of opportunities in sales execution and coaching and developing the skills required to achieve and continuously improve our execution excellence in the market.