Sales Capability Manager

Reports To: Head of Commercial Capability - Kenya

Context/Scope:

EABL operates within a multi cultural, multinational & multi currency environment. EABL comprises six business units: EABL (K), EABLi, EAML, CGI and EABL (U) & SBL. EABL (K) is further categorized into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and pushing the product to consumers.
This role is located within the Demand Sales business. Considering the great need to have a dynamic and proactive Sales Force, it is crucial for the position to be constantly updated on the current training break- through in order to give the Team knowledge to be a great Sales Force.

The job holder works jointly with Head of Commercial Capability, Divisional Sales Managers, Area Sales Managers and Field sales teams to develop and deliver training objectives e.g. Diageo Way of Selling (DWS), Sales Drivers (QVPPP), Managing Relations (MR), Trade Strategy (TS), Customer Insights, Consumer Driven Outlet Segmentation (CDOS)

This position is based in the divisions, 70% of the time is spent in the field and 30% of the time is spent in the office planning training interventions.

Leadership Responsibilities:

Provide vision for the sales team (EABL & Trade Partners) on capability build and embed Diageo functional & leadership capabilities. The role works within a team and supports team members. 

Purpose of Role:

To provide leadership in building capability mainly within the sales team. However, also work cross-functionally & regionally to transform behavior using tools and processes that deliver increased competitiveness within the team. 
 
Work with Sales Teams Leaders to cascade new initiatives on capability.

TOP 3-5 Accountabilities:

•To champion in the division Diageo Way of Selling (DWS) to create the best CPG sales team.
•Organize/facilitate other trainings outside DWS such as spirits training, Base Poa training for Senator Keg retail staff, License to sell for distributor sales crew etc.
•Embed & sustain DWS Standards of Excellence through rigorous coaching on structured call; persuasive selling; and brand knowledge while on trade accompaniments. 
•Transforming the coaching capabilities in our line managers (ASMs) by building a coaching culture through high quality accompaniments and implementing high performance coaching.
•Intouch – Roll out, embed and sustain the tool to drive brilliant execution at retail.
•Rollout iCAT and embed and sustain development plans for Field sales teams.  
•Publish a quarterly training Calendar at least one month before the start of each quarter.
•Create clarity and understanding of all cycle plans through dramatization of activities in cycle briefings & Area meetings (POPPS).

Qualifications and Experience Required:

•In market sales experience with demonstrable track record of success
•Strong diagnosis and problem solving skills
•Strong communication and influencing, able to explain process issues in a simple way, preferably with experience working across sales teams 
•Knowledge of field sales ways of working is preferable or understanding and experience of sales business processes 
•Attention to detail is key, ruthlessly focusing on execution
•Willing to set the bar high and is committed to delivering excellence
•Have a huge passion for growing and developing
•Quick learner who exhibits resiliency and tenacity in the face of challenge

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