Role Purpose

• Implement GTM strategies to deliver long term Sales business objectives

• To develop and drive implementation of Sales Capability tools and development strategies, plans and programs that are aligned with overall business goals and objectives across all relevant channels (KAM, wholesale, and Van channels).

• Oversee and coordinate effective delivery of capability development programs across channels

Responsibility

Strategic

• Own the development and implementation of the Sales Team Capability Development strategy ensuring alignment with overall strategy and business objectives.

Tactical

• Provide broad guidelines for the translation of business strategies into specific capability development plans and programs.

• Adopt and entrench the new way of work in ensuring Sales fundamentals are deepened within the Sales team across all channels

• Coaching (classroom and on the job) internal and external Sales force on all sales fundamental development modules o Customize these modules in line with BDF ways of selling

• Work with the distributor to develop field Sales team permanent journey plans and set up a standard review mechanism system to track performance

• Build best in class Customer and portfolio knowledge in Sales force across all channels (KAM, wholesale, and Van channels)

• Develop strong relationships and trust with internal and external stakeholders across all channels

• Ensure the formulation and implementation of effective performance management strategies working with the NSM that would help sustain a performance driven culture and ensure appropriate balance between staff’s personal and organisational goals.

• Support the NSM in developing the Sales Team succession and career management strategy structure

• Actively co-ordinate the process of equipping sales teams to deliver current business goals in the target markets by: o ensuring the team is adequately skilled to perform effectively in their roles

o close performance gaps through deployment of relevant capability skills and tools

o motivated to outperform on BDF stretch expectations

• Own the skills and competency directory within the sales function. Work with HR to ensure integration with team and individual development plans, including assessment techniques.

• Oversee and coordinate regular orientation for new hires and refresher training for the Sales team.

• Develop viable systems for effective capability data management and reporting for the Sales team

Operational

• Institutionalize regular review of field Sales Team in the bid to improve team and identify improvement opportunities.

• Continually review and assess the effectiveness and efficiency of the capability development strategies and processes and identify improvement opportunities.

• Conduct regular refreshers and on-the-job coaching to the Sales teams to ensure application of best practices.

• Oversee the preparation of the Teams capability development assessment and use the result to plan differentiated development plans

• Oversee the preparation of the Teams capability development budget and monitor its implementation.