General Manager - Sales Effectiveness - Liquor Industry

Department :Commercial

Position : General Manager-Sales Effectiveness

Supervisor's Position: Head Sales Transformation

PURPOSE OF THE ROLE

Drive initiatives in the commercial function to leap frog capability benchmarks

Qualification: MBA

Experience:

- 8 - 10 years of experience in capability building and training;

- Exposure to front line sales

- Manage a large 3Party sales force

Knowledge & skills:

- Aware of tools & processes to build capability

- Change Management

- Implementation Partner Management

- People Management

- Knowledge & experience in desgining & driving Sales Incentive Plans

Best suited for someone who has:

- Project Management experience

- Understanding of commercial function

- Led capability programs in large FMCG/telecom companies

- Training skills

AREAS OF RESPONSIBILITY

Project Improvement :

- Work closely with Sales Transformation Head in Salesforce effectiveness for initiatives entailing productivity, performance metrics

- Drive Diageo global programs with appropriate customisation

- Design and Provide a selection of tools for Sales Managers and Sales Reps to raise effectiveness to world-class standards

- Design & drive Sales Incentive Plans

Quantitative Capability Development :

- Define capability and skill set matrix for sales team

- Develop individual and department competency mapping

- Develop capability development roadmap for individual and department

- Liaison with other departments (HR, Regional teams) and implement capability development roadmap

- Collaborate with HR / External Vendors for developing training content based on need assessment

- Develop train the trainer programs

- Develop training effectiveness measurement mechanisms

- Develop and roll out relevant training for 3rd party frontline sales force

- Collaborate with IT for developing online training portal

- Transform a team of 1100 3Party sales into a fighting sales force