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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