Sales Capability Manager

1. Main Purposes:

• 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 and replicate of best practices across channels

• Provide expertise, guidance to sales managers as well as field coaching support and guidance to sales team including AS&D



2. Key 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 Sales Foods in Viet Nam

• 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 initiatives (Digital ATU, learning platforms, Virtual Learning, Leaders as Teachers, etc.) to build capability

• 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