Commercial Capabilities Manager

• Plan, organize and execute capability development strategies and activities inline with Global Marketing & Sales Capability framework and best in class Heineken processes and techniques to enhance Heineken Way of Building Brands & Sales Force selling capability, skills and knowledge that will enable them to achieve their sales objectives and company goals.
• Design, develop and deliver global marketing & sales skills training from the Global Commerce University and global Sales Academy to improve sales competences and value selling capabilities.
• Implement and sustain the Frontline Sales Management Program (FLSMP), through Best Practice tools, consistent Health Checks and field audits to ensure complete compliance to the Global Sales Academy (GSA) and Sales Capability deployment agenda.
• Achieves sales training operational objectives by providing recommendations to strategic plans and reviews; prepare and complete action plans. Implement GSA learning process through fieldwork audit.
• Determines training requirements by studying sales and marketing strategic plans and current sales results. Evaluate training effectiveness.
• Design, develop and deliver commercial skills training to all Commercial personnel.
• lead annual capability plan in conjunction with Commercial heads.
• Run Commercial Capabilities assessment for all Commercial teams to identify most common gaps and device Capability trainings to fill these gaps
• Meet sales financial objectives by forecasting sales training requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Innovative approach to onboarding new personnel.
• External partners –design train the trainer programs in line with OPCO requirements and follow through.
• Develop managerial results by orienting new managers; conducting management training programs; providing learning resources; coaching individual managers.
• Performance enhancement of all divisions; including E-Commerce.
• Functional competency’s facilitator
• Develop FLM managerial skills by orienting new managers; conducting management training programs; providing learning resources, coaching individual managers and motivate them to manage and lead their teams in the right way.
• Provide different techniques for Sales Management team to motivate, understand and develop their Sales teams to achieve OpCo’s Ambition.
• Communicate and guide Commercial Excellence Team on any Coaching / PDP / Appraisal related topics from MT / HR
• Develop Personal Development Plans and execute appraisal session for Commercial Excellence team; Coach them on their development and daily tasks/actions via regular

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