Job Purpose:
To empower and enable sales organization – sales force effectiveness, based on the sales transformation strategy (Route-to-Consumer, Revenue Management Growth, Trade Marketing) develop and deploy the salescapabilities and trade marketing agenda for OPCOs.
Roles & Responsibilities:
A. Develop and embed a tailored capability plan for the region, including a roadmap for building individual and OpCo capability. Ensure alignment to the Global RTC/RMG/e-business priorities, as much as to the Regional commercial agenda.
B. Salesforce effectiveness
- Define Sales reps (HNK and Distributor) roles based on digital enablement to drive effectiveness and efficiency.
- Deploy sales competency framework and assessment for gap –analysis and capability plan and roadmap for OPCOS.
- Define and roll out the change management approach (together with RTC, eBusiness and RMG)
C. Develop and maintain the foundational sales capabilities content to drive excellent execution in OPCOs.
D. Enable and lead Global & Regional engagement.
- Develop content and support Regional Forums, Commerce Week, Sales Director Forum, APAC Sales Resourcing committee
- Communities of Practice - partnering with Global and OpCo’s to create communities of practice to share best practices, provide tools, resources and training to enable ongoing capability building and business-driven initiatives.
E. Commercial Planning
- Lead and coordinate the commercial planning process (ICP) for the region
Experience & Profile:
- Education: University level
- Work experience: 8-10 years, with international experience.
- Required work experience in field of expertise: Sales/commercial Senior Management, category and trade marketing
- Other fields of expertise: experience in RTM, salesforce management, key account management, customer centricity, digital transformation
- Communication skills: Manages relationships with wide range of stakeholders (Regional Sales and Marketing Director, OpCo GMs, Sales and Marketing Directors etc). Powerful communicator and influencer, able to adapt to changing environment and local needs.
- Functional skills: experience with Digital tools, (e.g. SFA, eB2B)
