Sales Capability Manager

1 week ago

คลองเตย กรงเทพมหานคร, Thailand PepsiCo Full time

Overview:
**Role**:

- Lead the execution of training plan & programs to strengthen and build the capability of Sales Foods team in sales, distribution & merchandising through sales coaching modules, field training & implementation of best practices in term of GTM, in-store execution and merchandising as per capability strategy, plan and guidance of Asia Pacific BU
- Replicate of best practices across channels. Provides expertise, guidance to sales managers as well as field coaching support and guidance to sales team including AS&D
- Work closely with GTM team to ensure Fronltine sales’ robust capability thru frontline sustainment programs with optimized frontline attrition rate

**Responsibilities**:
**Accountabilities**:

- Work closely and support APAC Sales Capability Manager to execute the Sales Capability annual operating plan (AOP), strategy, sales systems, processes and capability of Thailand Sales Foods
- Train sales team to drive AS&D KPIs, route KPIs ( e.g., Strike rate, SKUs/bill)
- Translate & development strategy of Sales Capability for all Sales Stakeholders of Business (Employees, Distributors, Franchise partners, etc.)
- Handle the constant assessment of the commercial functions to identify capability gaps, develop and implement solid corrective action plans accordingly to the business strategy
- Support Sales Capability Manager-APAC to Develop and roll out Sales Academy to operate as per PepsiCo Academy Standards
- Responsible for the implementation of Core Sales Processes: ATU, WCCEM, e-learning programs, etc.
- Develop a mechanism to map sales functional capability and develop development roadmap and execution plan through Competency/Skills Assessments of entire sales team
- Ensure the execution KPI’s to measure and Track productivity result (Monthly ATU Health Check Process measurement, Performance KPI, etc)
- Ensure weekly/monthly dashboarding of capability initiatives, systems / tools and data availability to follow-up the results (especially for initiatives) and place corrective actions, if needed
- Lead the Data reporting tasks by having access of gatekeeper of various LMS (ASLP/FSLP/DSLP, etc.)
- Lead the Sales onboarding modules Translation & roll-outs to any new joiners in the BU.
- Maintain a presence in field to follow up on implementation. Highlight strong performers and identify areas of improvement through regular market visits
- Ensure Talent development is completed as planned and support their development growth
- Driving motivational processes like R&R etc. for Sales team for good performance in driving Sales Capability initiatives
- Collaborate with Sales Capability managers of other markets (COSO + Franchise) to learn and implement Best practices in Sales Capability
- Lead the implementation of technology related intiatives (Digital ATU, Learning platforms, Virtual Learning, Leaders as Teachers, etc.) to build Capability
- Take lead in implementing QCR programs to ensure we have constant assessment of fronline capability based on input KPIs
- Drive learning and coaching culture to ensure best outlet execution and routine compliance
- Develop continuous improvement culture (Winning Culture)/ Learning Organization
- Develop sales capability through classroom training, online training as well as on the job field coaching in conjunction with HRD
- Create and maintain training channel, assessment and learning reinforcement tools

Qualifications:
**Qualifications**:

- Minimum 5-7 year experience in related fields (Sales or Sales HR or Sales Capability)
- Experience L&D or selling in FMCG business and GTM would be advantage
- Proved record of building talents
- Bachelor degree graduated, MBA is preferable
- Strong leadership, interpersonal, communication and presentation skills
- Strong problem solving, strategic business thinking, analytical skills, project management and time management skills
- Strong focus on delivery and results with high drive and energy levels
- Process oriented and having eye for details
- Excellent Analytical Skills (MS Excel, MS Power point, MS outlook, etc.
- Excellent written and oral English language skills
- Strong knowledge of effective in-field sales operations

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