Sales Capability Senior Manager

2 weeks ago

New York County New York, United States PepsiCo Full time
Responsibilities:
1. Drive Sales Capability strategy and AOP Plans across Asia BU markets (Po1)

Partner with Global/APAC Sales Capability team to plan the Sales Capability annual operating plan (AOP), strategy, sales matrix systems, and capability of both Foods and Franchise Beverages team in ASIA BU & support Sales Capabilty managers for China Foods, Beverages & ANZ BUs

Develop a mechanism to map sales functional capability, set effective measurable matrix and review development roadmap through yearly Competence Assessments of entire sales teams

Ensure the training content design in respond with matrix market needs, practically useful for sales teams and align with global trend

Develop Core Sales Capability Processes and learning curriculum that could be tailored to team needs & scalable as per stakeholders and channels

Foresee the potential in markets through regular market visit as well as identify the area of improvement for implementation

 2. Drive Culture Change, Digitalization and Sustainability

Ensure continuous learning culture by partnering with Global/Sector /BU to implement Culture Transformation program

Drive implementation of technology initiatives (Digital ATU/PACe, learning platforms, virtual learning, etc.) to build capability

Lead benchmarking on how peers in CPG domain are driving Sales Capability in their Organizations in APAC

Lead the harmonization of the Sales on-boarding program/ATU health check/W*W reports/PACE/WCCEM/Distributor management, sales capability reports, etc.

3. Deliver Sales Capability KPIs: 

Ensure Sales Capability execution KPI’s - measure and track results across all markets (No. of Training sessions, Coverage- Online + Offline, Training Budgets, global programs roll-outs/coverage/training costs, etc.) at BU/Sector level with support from GBS/HBS.

Ensure accuracy of data reporting & other tasks by GBS/HBS & monitor training initiatives through monthly KPI(s) consolidation, analysis, and benchmarking across all markets

Participate in monthly performance reviews with local Market leads to ensure sales capability performance as per AOP targets.

Drive ‘lift and shift’ of Training programs/systems & processes & reporting across all markets in line with Global and sector recommendations

Work with external vendors on LMS, language translations, Program design, implementation, etc. as per needs   

4. Deliver Team development:

Bring in the new - best practices in other BU/Sectors to implement with the local sales team

Conduct Training needs analysis of Sales Capability team & launch relevant programs on Instructional Design, Design thinking & other programs to build the capability of Sales Capability Teams

Build internal Sales Master-Trainers at APAC level for Key Programs (TT/MT/AFH/E-Com/NRM/Dx) through intensive TTT trainings

Qualifications:
At least a Bachelor’s degree; MBA (Human resources or International Business) is preferable

Having a sound technical knowledge of Training Instructional Design, Training implementation & Training Evaluation

This is an Individual Contributor Role. So, strong problem solving, strategic business thinking, analytical skills, project management and time management skills

Strong internal and external collaborator, influencer, and negotiator. Strong focus on delivery and results with high drive and energy levels, Process oriented and having an eye for details

Excellent computer literacy (MS Excel, MS Power point, MS outlook, LMS Management, etc.)

Excellent written and oral English language skills. Any other Asian Language (Thai/Vietnamese/Bahasa/ Filipino) skills would be an advantage. Relocation package is not eligible.

Highly independent, resourceful with high personal initiative/drive.

Proficient Computer skills: MS Office.Strong leadership skills with the ability to get results through influencing and mentoring others particularly bottlers supply chain teams.

Effective coaching, facilitation, presentation, and team building skills

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