Job description
Reports To: Commercial Operations Manager
Context/Scope
KBL is the No.1 FMCG Company in East Africa. KBL is responsible for both supply and demand for beer & spirits and soft drinks.
The role holder works jointly with Divisional Sales Managers, Area Business Development Managers and Field sales teams to develop and deliver training objectives. This position is based in the divisions, 70% of the time is spent in the field and 30% of the time is spent in the office planning capability interventions.
Leadership Responsibilities
Provide vision for the sales team (EABL & Trade Partners) on capability build and embed Diageo functional & leadership capabilities. The role works within a team and supports team members.
Purpose Of Role
To own and drive the Commercial Capability Agenda thus providing leadership in building capability mainly within the sales team.
Work cross-functionally & regionally to transform behaviour using tools and processes that deliver increased competitiveness within the team.
Work with Sales Teams Leaders to cascade new initiatives on capability
Accountabilities
To champion in the division Diageo Way of Selling (DWS) to create the best sales team.
Organise/facilitate other trainings outside DWS as required.
Embed & sustain DWS Standards of Excellence through rigorous coaching on structured call; persuasive selling; and brand knowledge while on trade accompaniments
Transforming the coaching capabilities in our line managers (ABDMs) by building a coaching culture through high quality accompaniments and implementing high performance coaching
Rollout iDEVELOP and embed and sustain development plans for Field sales teams
Publish a quarterly training Calendar at least one month before the start of each quarter
Create clarity and understanding of all cycle plans through dramatization of activities in cycle briefings & Area meetings (POPPS)
Qualifications And Experience Required
In market sales experience with demonstrable track record of success
Strong diagnosis and problem solving skills
Strong communication and influencing, able to explain process issues in a simple way, preferably with experience working across sales teams
Knowledge of field sales ways of working is preferable or understanding and experience of sales business processes
Attention to detail is key, ruthlessly focusing on execution
Willing to set the bar high and is committed to delivering excellence
Have a huge passion for growing and developing
Quick learner who exhibits resiliency and tenacity in the face of challenge
Relations
Divisional Sales managers and Area Business Development Managers
Sits in divisional leadership teams meetings
Customer Facing teams sales teams – TMRs/TDRs
Internal functional teams – customer marketing, HR
Third Party training agencies
Distributor field sales teams
