• Sales Capability Manager - FMCG - IIM/FMS/MDI/XLRI Jobs in Metros - 25309385

  • Talent Aisle Pvt. Ltd.
  • Metros
  • Save Job
  • 8 - 15 Years
  • Posted : above 1 month

Job Description:

Job Purpose

Drive High-Performance culture Sales Function by developing and implementing right Performance Measures and Ways-of-Working using a learning model comprising formal training, learning relationships & on the job learning The scope includes about half of all Field Force, ie the on-roll Sales Force (~100 TSMs, 27 ASMs) and off-roll Feet On Street(~330 FTEs) The incumbent will work closely with the regional & corporate sales leadership team to design and deliver capability building solutions, primarily through training, and be responsible for achieving the desired learning outcomes in the targeted groups

Reports into Business Unit Director, Consumer Health, Mumbai

Key Responsibilities

Sales Performance Management

- Conceptualize, develop & implement performance management strategy in the sales force to identify & improve low performance areas to enhance sales growth

- Drive incentive programs to enhance individual & team performance

- Design & implement Field Force Effectiveness training programs to enhance Feet On Street productivity

Field-Force Ways-of-working

- Embed new Ways of Working in the sales force at all levels to simplify and standardize Daily-Weekly-Monthly sales processes

- Support roll-out of automation initiatives to help field force adopt technology solutions

- Evaluate & reinforce 3rd party staffing processes for the off-roll Feet-On-Street

Functional Training

- Evaluate present status & identify training gaps in filed force

- Design and deliver Sales Capability programs as per a planned annual training calendar

- Build capability for New Product Launches with Field-force Training

- Follow-up & assess quality of learning outcome from functional training

- Build internal sales training capability by developing Training Champions to coach effectively

- Design & implement a Learning-Management-System(LMS) to deliver relevant Sales functional-capability modules digitally at high frequency

Liaison with HR & Sales Team for people related activities

- Induct new joinees in the sales system

- Design, evaluate & continuously improve Induction programmes for New Joiners

- Participate with HR & Sales teams in recruitment & selection of field sales force

- Career planning exercise for field sales force

Engage with Field Force

- Check implementation quality of learning & development tools

- Collect & leverage relevant market Intelligence to strengthen Capability building strategy

Education & Experience

9 years with

- 4+ years in field sales role

- 1+ years in a Sales Training/Capability role

- MBA from a premier B-School preferred

Profile Summary:

Employment Type : Full Time
Salary : Not Mentioned
Deadline : 03rd Jun 2020

Key Skills:

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