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Head of Sales Capability

2 months ago

Ho Chi Minh City, Vietnam Heineken Full time

**Accountabilities**:
**No.**

**Key Activities**
- **Sales Capability
1

Partner with Business Leaders (Head of Sales, Sales Managers) to design and produce the strategic sales capability roadmap and learning journeys for all roles & develop the core competencies and skills matrix (for roles, leadership and culture) required for Field Sales Team to meet its goals.

2

Address the capability development requirements of each levels, by priority, through organizing the relevant trainings, in field coaching program.

3

4

Accountable for the Sales On boarding process and implementation, ensuring that every new joiner receive the relevant on boarding before and while handling the new role.

5

Coordinate with Learning and Development (HR) Global Sales Academy in order to best design, to conduct train-the-trainer in order to deliver the classroom Sales training modules of both hard skill and soft skills required for each particular level, as well as advise sales managers and organization about available regional/global training programs and tools.

6

Build insightful reports and provide analyses to demonstrate and supervise the progress and development of Field Sales Team.

7

Control the assigned operational budgets related to participant hosting, trainer costs, and training delivery.
- **Excellent Outlet Execution (EOE) Development**

1

2

3

Advice and support Business Leader on implementing EOE and continuous improvement thinking and way of working across the organization.

4

Manage the external market auditing agencies and internal data sources, ensure an accurate combination and calculation for Sales Reward Program for all disciplines and layers in Sales Force Nationwide

The data sources consist of EOE audit results internal/external, Sales Volume, Active Outlet, Coverage.

5

Analyze market information to Consult and Advise individual sales manager on strategic activities on market (also for Marketing & Channel Marketing), in order to adjust their strategic planning and activities to optimize the sales performance.

6

Periodically conduct the Trade Census survey. Based on the results of the Trade Census survey, carry out the territory creation. Periodically conduct the consultancy on territory management for Sales managers/Sales Sup/ Sales Exe/ DSM Leader in order to optimize the sales efficiency

7

Support other functions i.e Demand Forecast, POS, SP in suggesting IT solution to optimize their work efficiency

8

Supervise, coaching, training subordinates to improve their performance and sure all tasks are done well.

**Business Context**:
**Key contacts and contact purpose**:
**Internal**:

- Field Sales team
- Brand Team
- Trade Marketing team
- D&T
- Customer Centricity
- Global Sales Academy

**External**:

- Training agencies
- External market auditing agencies

**Challenges**:
**Typical problems**
- Big Sales Force.
- Maintain communication with the remote Sales team.

**Most complex problems**
- Resistance to change existing in a big team.
- Centralized IT Policy might not meet the requirements change from competitive market

**Position profile**:
**Qualifications**:

- Bachelor’s degree in business, commerce or other relevant fields.
- A minimum of 3-5 years experience in Sales Managerial role in FMCG
- A minimum of 5 years in managing Sales Capability, Sales Training in FMCG, Beer industry is a plus

**Experience/skills** required**:

- IT knowledge and skill
- Analytical skill
- Strategical Planning skill
- Presentation and Training skills
- Problem-solving skill
- Good communication/interpersonal skills
- Good stakeholder management skills, understands and has practical experience how to engage with sales teams
- Willing to travel, especially working outside HCMC

**Language(s)**:
Proficient in English and Vietnamese

**Functional Competencies**:

- Sales organization & performance management
- Route to market strategy
- Category, portfolio and brand understanding
- Key customer planning
- Customer insight
- Selling & Negotiation
- Training & Coaching
- Excellence in Execution
- Commercial Assets Management

**Other**:

- Capability to multitask in a fast-paced environment.
- Be able to travel for work across Vietnam & be able to participate in market visits (incl. late-night ON trade visits)

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