Sales Capability Development Head - Dainik Bhaskar Group, Mumbai Corporate Office.
Key objective for the role: To support the sales teams in ensuring they are able to fulfil their AOP numbers consistently.
Role: Sales Capability Development Head
Location: Mumbai (Corporate Office)
Responsibilities :Having teams be effective in their Sales achievement :
- Induction training of new joiners' (frontlines and team leader) to get them to the level of target achievement in 6 months of joining. This will be done through classroom training, online live training and e-learning. The training will be developed and delivered in house
- Role training of new team leaders to support them in getting their performance up to 90% plus in 3 months of the role.
- Defining a Bhaskar way of selling, including pitches, conversations, approaches in collaboration with the sales leadership such that this can be made into a replicable, trainable process for sales achievement.
- Regular team training to keep up the performance based on new ideas/concepts/ approaches we may roll out from time to time.
- Seasonal Training (for various categories like. Education, jewellery, Lifestyle etc.)
- Identifying performers and non-performers on an on-going basis.
- Working with non-performers on a Performance Improvement plan (PIP) and giving required inputs on a weekly basis to get them to an acceptable achievement level.
- Evolving role definitions and SOPs for various roles
- Running Sales contests / competitions of any with a recognition aspect.
Keeping teams engaged :- Being in constant touch with the sales team
- Ensuring 1on1s by the managers
- Organizing Unit Level/ state level engagement activities / celebrations etc.
Keeping Teams Full, Recruitment (Internal & External) and ensuring we are constantly :
- Having our teams be full, identifying potential candidates from competition, other sources.
- Taking care of fresher's hiring - Sales Trainees / management trainees, their training and placement once ready.
- Salary Benchmarking internal and external to ensure market parity, internal parity and cost control
- Keeping the bench ready for the critical positions
- Role Clarification, KPI setting Support etc.
Specification :Qualification - MBA from a good B school
Experience and background :
- Minimum 15 years of experience. Should have handled Sales HR role in a multi-location and matrix organization setup.
- Hand on experience in enhancing Sales Team effectiveness including assessment of people, identifying gaps and interventions to enhance the performance, well exposed to Sales Training
- Should have good experience in Talent Acquisition, and engaging a large team
- Bandwidth to manage a sales workforce of about 1000 employees, based at multiple locations
- Ability to manage senior internal stakeholders in a matrix setup
- Position would involve traveling of about 15 days in a month
Skills and Capabilities :
- In depth knowledge of running Sales HR function
- Hand on and Execution focused
- Resourceful having Executive Maturity
- High on leadership and team management skills
- Result Oriented
- Good analytical skills with Problem solving and decision making ability
- Out of box thinking, innovative
- High on collaboration, interpersonal skills and emotional intelligence