Sales Capability Manager

3 weeks ago

Riyadh, Saudi Arabia PepsiCo Full time

**Overview**

Visionary to the S & D organization to deliver on set business objectives by designing and implementing channel focused GTM systems, people organization & system capability.

Sales development agenda for GTM, TT Sales Capability and Sales Productivity. Role responsible for leading the future development and implementing the roadmap for our Sales Productivity solution, development of new solutions to continue to build advantaged GTM and to establish capability in the traditional trade. This role will also lead development of unique in-store merchandising to create pull for SSFL products.

Will lead the Trade Marketing team to develop & deliver the business plan thru cost effective World class standards merchandising materials and in store programs and support role out of SSFL AOP business initiatives

**Responsibilities**
- Long term strategic planning for the Sales Organization, including Strategy Plan (IG&P for 3 years) & AOP.
- Conceptualize, evolve and standardize all Sales Processes across all channels
- Be the pivot for integration of all Sales, Marketing & Planning initiatives across all channels and sales regions.
- Evolve and conceptualize the S&D I&GP Plan as well as the S&D AOP and ensure alignment with Marketing, Supply Chain, Finance and Sales Regions on the strategy, processes and deliverables.
- Identify new business opportunities in Traditional Trade & Emerging Channels and coach the respective channel heads to build system capability to capture these opportunities.
- Lead on WEC-TT implementation and sustain green score through over the year across all regions.
- Develop channel focused & people focused agenda and drive it thru sales leaders while supporting Sales Regions.
- Evolve a strong productivity agenda and drive the same thru Regions & Channel Managers.
- Work with MT lead on implementing WEC-MT & WCCE processes across all Key Accounts and sales organization
- Facilitate strong integration of ATL & BTL plans between Brand, Channel & Region teams thru development and execution of aligned Trade Marketing calendar.
- Review of sales systems and processes in TT & Emerging Channels and drive standardization as well as optimization thru Best Practice sharing and building capability.
- Identify key Capability Gaps, both in people & systems to deliver the I&GP & AOP and build solutions around it thru the GTM, Sales Productivity and Capability Managers.
- Develop programs to build a committed network of distributors who can deliver competitive advantage.
- Understand the market forces and benchmark with other FMCG companies and Industry.
- Understand the objective of the control.

**Qualifications**
- Commercial awareness - strong knowledge of what's important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution.
- Strong verbal and written communication as well as facilitation skills - Confidence to lead and direct discussion across all levels. Ability to engage and enthuse others with clear, concise communication to reach decision and recommendation.
- Relationship building skills and ability to influence - Ability to influence at all levels and build relationship with key stakeholders including Marketing, HR, DX, NRM and Finance.
- Project Management - ability to pull together, manage and lead cross-functional teams. Build critical paths, communicate clearly and maintain focus & momentum against key initiatives.
- Organisational ability - managing a large workload, strong analytical skills.
- Demonstrated functional expertise with FMCG Company for a minimum of 3-5 years in a managerial role.
- Good knowledge of the business and excellent functional skills
- Strong Thinking Skills and Strategic Focus.
- Strong strategic development skills.
- Proven track record of operational leadership/results.
- Solid understanding of Traditional Trade business drivers.
- Understanding of use of insights/selling capability.
- Team leadership skills/collaborative strength.
- Expert in productive communication with excellent collaboration skills.
- Good Interpersonal relations.
- Solid strategic thinking and planning skill.
- Very Good English and Arabic language skills
- No travel restrictions
- Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
- Planning & Organising (Multiple priority management)
- Leading and Motivating Others (Creating enthusiasm, inspire positive attitude, desire to succeed)
- Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic conflict handler)
- Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment)
- Integrity (Mutual trust, consistent with company ethics and values)
- Execute and operationalize a business strategy.

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