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The strategic purpose of the position:
The Senior Sales Capability Specialist is responsible for the development of sales capabilities to win in General-Trade (GT) of North & Central 1 market.
Job responsibilities:
I. Sales capabilities development
• Develop and cascade effective sales processes, tools, and best-practice programs, covering both foundational and advanced selling and sales management skills for the General Trade (GT) Sales team. Extend these initiatives to other teams, including Modern Trade (On-Premises, Off-Premises) and Beer Ambassadors, as required.
• Conduct Training Needs Analyses (TNA) for regional sales teams; analyze individual development needs and business requirements to build appropriate training and coaching roadmaps.
• Deliver onboarding and induction programs for newly hired Sales Representatives and
Sales Supervisors.
• Evaluate, monitor, and continuously improve training plans, curricula, and materials to enhance the effectiveness of training and coaching initiatives.
II. Training & Coaching
• Organize and deliver functional sales skills training programs for the sales team.
• Evaluate the effectiveness of training and coaching initiatives and conduct post-training follow-up activities to measure business impact and return on investment (ROI).
• Stay up to date with emerging trends, practices, and innovations in training and coaching to ensure the company's capability-building initiatives remain relevant and effective.
• Regularly conduct field coaching for Sales Representatives (SRs) and Sales Supervisors (SSs) across assigned regions.
III. Others Capability Development Activities
• Participate in or lead the development and implementation of assigned Sales Capability Development projects at the national or cross-regional level. In particular, the role requires the ability to contribute to initiatives such as e-learning, AI-powered learning tools, field coaching measurement, and advanced sales training programs.
Stakeholders & Relations Internal & External
• Field Sales, Regional P&C Business Partner,
Trade Marketing, Sales Operation, Market Execution, RTM