South Africa Job Openings

Heineken International B.V.

Sales Capability Specialist - Johannesburg / Cape Town

Johannesburg

FULL TIME

October 22, 2024

We Go Places! How about you?
Immediate Superior: Sales Capability Manager
Location: Johannesburg / Cape Town
Function: Commerce
Sub Function: Customer Centricity
Type of Contract: Permanent
Reference Number: 123601
Closing Date: 25/10/2024
1. Purpose of the job
To deliver commercial and sales skills training from both local and global commerce universities to all Sales personnel based on the goals of the OPCO capability development plan – both internal and external. The incumbent is further required to provide in trade support to assist in building sales teams that are empowered to win.
2. Key Responsibilities

Develop sales capability via a comprehensive training agenda, best practice tools and skills transfer to ensure the development of front line to sustain business and fuel our growth.
Manage on-boarding and continuous improvement of sales reps.
Responsible for capability development support of their allocated sales teams.
Collaborate effectively with allocated sales managers on the sales capability gaps of their teams.
Ensure effective Sales Reps Coaching and in trade support.
Follow up on coaching outcomes and close the gaps where required.
Identify the specific training and development needs, through a training needs analysis of the sales team by conducting assessments, surveys, and performance evaluations. Work closely with the regional capability manager to address the identified needs.
Develop and design training programs and materials that address the identified skill gaps and align with the organization's sales goals and strategies.
Achieve sales training operational objectives by contributing sales training information and recommendations to capability training plans.
Collaborate with sales leaders to refine and optimize the sales process. Ensure that training programs are aligned with the sales process and that sales reps are equipped to follow best practices.
Ensure that sales teams have a deep understanding of our products. This includes keeping the sales teams up-to-date on product updates and features.
Provide training on the use of sales tools and technologies, sales enablement platforms, and other sales-related software.
Develop and implement onboarding programs for new sales hires to ensure they quickly become productive members of the sales team.
Stay up-to-date with industry trends, sales methodologies, and training best practices to continually improve the effectiveness of sales training programs.
Maintain records of training activities, assessments, and outcomes. Provide regular reports to management on the impact of training programs on sales performance.
Drive E-Learning platform participation in regions.
Sales Teams annual training plan and calendar.
Ensure alignment with regional stake holders.
Manage and support third party trainers.
Follow Newco’s policies and procedures and identify opportunities for continuous improvement.

Job Description
3. Job Requirements
3.1. Education
Diploma or Bachelor's degree in business, marketing, sales, or a related field is preferred.
3.2. Experience

A minimum of 2 – 5 years relevant experience within the Alcoholic Beverage or broader FMCG industry.
Excellent project management skills.
Strong analytical and problem-solving skills.
Excellent communication and interpersonal skills.
Ability to plan, organize, and execute events and promotions.

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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