MAIN PURPOSE OF THE ROLE
Lead the local Commercial Excellence execution plan to improve the KPI’s of our salesforce and DSR s who sell on our behalf;
leveraging the knowledge, standards, skills and significant capabilities, tools and processes in the country that leads to develop the best B2B selling organization in LAO to deliver $500M USD in NS over the next 5 years.
DUTIES & RESPONSABILITIES
Work closely with the Commercial Excellence Leader, GM and Local Leadership Team to execute plans to ensure that the local sales organization has the capability and skills to successfully execute the strategy for acquisition, penetration / retention, and loyalty to drive growth with end users directly or through partners to deliver SBP / ABP.
Collaborate with Regional Commercial Excellence Leaders on the development training and tools standards for the clusters.
Execute locally KCP sales competency model, assessments, trainings and development programs to enable the capabilities in the KCP sales team.
Execute locally trainings and development programs to enable the capabilities in distributors who sell on our behalf (in a targeted and compliant manner).
Follow up KPIs to measure the sales capability and productivity of the local sales organization.
Provide input into sales hiring and career pathway strategy.
Closely partner with Marketing / team & HR to develop local sales transformation plans, demand generation, and salesforce.com adoption.
Provide digital on-boarding and field training plans for new hires, including the primary responsibility building, segments, platforms, products, channels and initiatives.
Maximize the sharing of best practices / applications mapping in the country with the support of the LAO organization in order to accelerate our penetration and evolution of a culture that uses our value proposition.
ESSENTIAL KNOWLEDGE / EXPERIENCE
The qualified candidate should be able to take commercial experience, KCP knowledge, and translate that into effective training programs to build our sellers ability to represent KCP products, platforms, and services.
Extensive experience developing and delivering sales trainings programs.
Superior interpersonal skills that enable the incumbent to work easily across a breadth of cultures and depth of levels.
Demonstrated success in professional selling skills, presentation skills, KCP products and solutions knowledge and time management.
Proven experience in deploying successful communication strategies and plans at Sales Manager, Sales Rep, Channel and Consumer level.
An intimate understanding of KC code of conduct, business processes and methodologies.
5 + years Sales Management and Capability experience preferred
Undergraduate degree. Graduate Business or Social Sciences studies preferred.
Ability to work under no direct supervision with a creative flair for identifying and implementing the right solution.
Solid knowledge of PC based applications. Salesforce.com experience is a plus.
KEY SKILLS, COMPETENCIES & MINDSETS
Digital Selling (In-depth) : Digital technology platforms to identify leads and business opportunities, build relationships and close business.
Campaign & Pipeline Management (Working) : Develop campaigns and move targeted end users through SFDC sales process to successful closed won status.
Change Management (Working) : Use change management strategies to drive transformation of the salesforce
Customer Planning & Strategy (In-depth) : Engage channel partners and end-users on proactive and collaborative business planning.
Influence* (In-depth) : Utilize persuasive selling and communication skills to influence customers and internal stakeholders.
Results Orientation* (In-depth) : Drive to win; makes courageous decisions to drive sales results with new and existing customers.
Networking* (Working) : Builds a broad network of relationships to generate leads and provide inroads into potential customers.
Agility : Adapts to new situations quickly; takes calculated risks.
Proactive : Takes initiative; self-driven.
Analytical Reasoning : Data fluency; deriving insights from financial and market data.
Active Listening / Emotional Intelligence : Aware of others’ emotions; uses emotional information to guide thinking and behavior.
Desirable for role
Relationship-oriented : Builds broad network and strong relationships.
Propensity for Action : Sense of urgency to get work accomplished.
Competitive : Achievement motivation; driven to win.
Active Learning : Ability & desire to learn quickly, fail fast and apply learning.