South Africa Job Openings

Heineken International B.V.

National Sales Capability Manager - Stellenbosch/Johannesburg

Johannesburg

FULL TIME

October 23, 2024

We Go Places! How about you?
Immediate Superior: Head of Customer Centricity
Location: Stellenbosch/Johannesburg
Function: Commerce
Sub Function: Customer Centricity
Type of Contract: Permanent
Reference Number: 123603
Closing Date: 06/11/2024
1. Purpose of the job
The National Sales Capability Manager is responsible for improving the Sales Ways of working and In Trade Execution by enhancing sales team capabilities as well as accompanying systems and tools. Among others this includes:

Stepping up front facing capability and speed of execution (across all channels and the categories of spirits, wine and RTD’s and Beer)
Building capability with the sale force and continuously seeking for better ways of working
Creating standardised ways of working across all sales teams (channels)

2. Key Responsibilities
Market Execution in Trade Excellence

Sales Awards and Recognition Program
Group Accounts Awards and Recognition Program
Consumer Value Drivers A2QVP2
Consumer Value Drivers Availability
Consumer Value Drivers Affordability
Consumer Value Drivers Quality
Consumer Value Drivers Visibility
Consumer Value Drivers Promotion
Consumer Value Drivers Persuasion
Campaign Compliance
Sales Excellence Assessments
Technology (Tablets – Sales Force and Field)

Migration of data to one system and improve/increase reporting information sharing

Sales Orders
Merchandising Orders
Promotional Liquor Orders
Return Advice Notes
Re-distributor orders
Customer Agreements / Trading Terms
Group Account Plans with Sales
Quality issues
Power Pack Surveys
Daily activities

Planning/Organising of Sales Interventions

National Road Shows x 2 per year
Sales, Marketing and Business Conference x 1 year
Awards and Recognition Trip with Executives

Sales Force Development
Acting as stream lead for Ways of Working / Toolkit / Sales Processes using Aforza/Field/Opti Hub and Salesforce as platform. The objective is to ensure that sales employees call for a purpose, deliver better customer service to Distell customers, ensure that sales employees interact with the customer in the most appropriate manner that adds value, is cost effective and delivers an ROI for the business. Looking for opportunities to free up non-value adding time to be spent more valuably with the right customers.
Develop an enhanced sales toolset

A new sales toolset, designed in the form of a decision tree that aligns to the drivers of the investment i.e. Consumer Value Drivers, volume vs brand equity, relationship retention, etc.
The revised sales toolset will drive the correct behaviour and enable the sales rep to invest smartly in the customer. A customer dashboard will empower the sales rep with richer information to guide their investment decisions.

Sales Communication

Distribution of Sales Communication to all Sales Employees (including Letters to Trade) via:
Sales Blog
Bulk Emails

Regional Sales Alignment:

Facilitate Weekly check in with Sales Teams in all regions
Facilitate Weekly check in with Sales GM’s in all regions

Systems Training of Sales Teams

Salesforce and Aforza developments roll out to all regions
Schedule and Facilitate Check in Sessions with Sales Employees

3. Job Requirements
3.1. Education
A 3-year Degree, finance, logistics, Data science, business, or commerce
3.2. Experience
Minimum of 5 years in the FMCG industry – with experience in the following:

Sales force effectiveness
Regional sales team planning cycle
Trade marketing fundamentals
Financial controls and compliance
Liquor trading policy
Commercial liquor landscape in South Africa
Information Systems (Analytical, Database and User interface

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.

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