Sales Capability Manager (Capability Development)

About us

At HEINEKEN, we ignite the moments that bring us together, create bonds that are unforgettable, and brew the joy of true togetherness to make the world a better place. Our dream is to shape the future of beer and beyond to win with consumers, and we are entering an incredible next era of innovation and expansion in the beer industry.

About the role

The Capability Development Manager is responsible for driving sales capability transformation by developing people, processes, and training programs that strengthen sales effectiveness and performance for APBS. The role focuses on identifying capability gaps, implementing strategic development initiatives, coaching sales field teams, and building structured learning pathways to enhance sales execution, drive customer-centric and data-driven behaviors, and support sustainable business growth for APBS and distributors sales front line. It also serves as a key partner in improving sales performance through field engagement, talent development, and continuous capability building across the sales organization.

Key responsibilities

• Lead and drive sales transformation initiatives aligned with the sales capability roadmap
• Develop and implement capability-building programs, onboarding frameworks, playbooks, and sales tools
• Design and deliver structured sales training and coaching to strengthen sales effectiveness
• Conduct field accompaniment and capability assessments to identify performance gaps and improvement opportunities
• Coach and develop front line sales, field managers, and key sales stakeholders to build future talent pipelines
• Partner with Sales, Trade Marketing, and other stakeholders to drive PICOS execution and customer-centric initiatives
• Analyze sales performance trends, EOE data, and market opportunities to identify capability and execution gaps
• Recommend and implement short-term improvements and long-term sales capability solutions
• Measure training effectiveness and ensure capability programs support business strategy and objectives
• Identify and recommend long-term solutions to improve sales coverage effectiveness across underperforming regions

Job Requirements:

• Minimum 5 to 10 years in FMCG environment with at least 4 to 6 years of experience in managing field salesforce
• Knowledge and experience in Change Management or Business Transformation roles is highly desirable
• Sound knowledge in sales training and development
• Ability to act as internal consultant and advisor to stakeholders and peers
• Ability to be firm and assertive and remain tactful and professional in execution
• Projects an energetic, enthusiastic and charismatic personality to motivate and persuade team, stakeholders and peers
• Be a strategic capability development partner to stakeholders and peers to help uncover and assess training gaps and needs for sales front line team and provide strategic advice to address training needs and enhance learning effectiveness
• Advance Microsoft Office skills, especially in PowerPoint and Excel