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.
Job Requirement:
At least three years of experience in Sales Capability, Sales Training, or Route-to-Market (RTM) within the General Trade (GT) channel. Prior experience in Field Sales or as a Sales Supervisor is an advantage.
Proven experience in training, coaching, and developing sales teams within the FMCG industry.
Experience in the beer or beverage industry is preferred.
Demonstrated ability to develop capability-building plans aligned with business priorities and informed by sales data analysis and performance insights.
Strong communication, presentation, and coaching skills.
Willing and able to travel across assigned regions as required.
Proficient in Excel and PowerPoint; experience with AI tools and e-learning platforms is an advantage.
Basic working proficiency in English, including the ability to read and understand work-related content, communicate in routine business situations, and develop training materials.