Sales Capability and Route to Market Manager

1. Expected essential business activities:

• Build RTM specifically and properly per territory
• Recruit and fulfil sales vacancy for Sales Supervisors and DSRs positions.
• Audit Distributors’ operations.
• DSR/Sales Supervisor Health Checks.
• Plan, develop, and implement training programs for sales team. Set up sales fundamentals for the whole team (GT, MT, Alternative channels).
• Obtain information from users and customers feedback, market up to date trends and product requirements to prepare training programs; prepares training calendars and materials; and coordinates with Bel global sales training centre to apply “1 Sale Org” modules properly.
• Lead Sales Training Needs Analysis, talent mapping and RTM mapping to be translated into training programs that develops and upskills sales talent competencies, skills, and capabilities in conducting sales with designated clients according to business compliances and standards.
• Identify trends, evaluate and understand business system, process to continuously revises training plans to ensure course material reflect product features, meet new training requirements and in compliance with business standards.
• Build “Best Practice tools” for sales team.
• Collaborate with the Sales Leadership team to ensure the effective deployment of resources and tools to support the effective execution and pull-through of the sales management process through-out the sales organization.
• Proactively plan and work with Sales Management, Marketing, Supply Chain, Finance, and Industrial to ensure all training programs are in line with the company strategies and other internal policies/ processes.
• Provide timely and accurately communication between the company, sales management, trade, distributors and distributor sales-force.
• Ensure the sales training plans are ready for executions on time.
• Ensure the clear directions, clear training template for RSM/ASM to build deployment plan.
• Ensure all levels of organization are understood by providing clear guideline, communication, and training.

2. Key performance indicators (goal setting process)

2.1 Qualitative

• Quality of sales development programs calendars.
• Number of training courses & assessment result.
• Quality of instructions, guidelines, procedures.
• Fundamentals KPI’s.
• CAT (complete-accurate-timing) reports.

2.2 Quantitative

• % No. of training courses organized as planned.
• Rate of employees that are trained and master the knowledge and selling skills and certified quality and as per the objective of each specific training program.
• Sales Revenue/ Output/Market Share/Customer Compliant.
• Distributor rate that meets the standard (Health Check result).
• Monitor efficiency in merchandising program, usage of POSM in the market.
• Turnover rate of sales team.