Head of Sales Capability

Job Description

Purpose of Role

The purpose of the Commercial Capability Manager role is to raise capability to impact total-commercial outcomes by demonstrating the commercial capability tools and curriculum. It will own the commercial capability execution plan in partnership with key markets including: building local faculties through teaching and coaching commercial leaders, implementing learning events and programs and through accompanying and accrediting sales people.

Top 3-5 Accountabilities

Developing the commercial capability execution plan in partnership with key markets

Including selecting and phasing programs.

Building high quality local faculties of commercial leaders operating as teachers to include

Delivering teacher training, coaching and accreditation.

Execute in partnership with local faculties the core global commercial curriculum that

delivers on the market roadmaps and enables the market to meet the minimum level on the

global standards and ensuring the sales reps and managers are accredited in line with

targets.

Embed behavior change by establishing and driving the 70:20:10 model ensuring strong

follow through on learning events through locally systematizing coaching and on the job

experiences

Works with the global create team in commercial capability to enhance and optimize

Learning content ensuring its fit for purpose.

Qualifications And Experience

The commercial capability manager will be accredited to teach, facilitate, coach and

accredit in at least one, ideally two and possibly three from: Field Sales / Customer

Management / Customer Marketing.

Therefore Every Manager MUST

Have significant experience across multiple retail channels (at least in both On & Off

Trade as a minimum).

Held a number of commercial roles from customer management, customer marketing and

Field selling and at least two managerial positions in the faculty area they will lead.

Must have held a team management position and proven they can build high performing

teams

Be an established and proven coach (coaching qualification not required)

Outgoing and a natural communicator with an ability to rapidly build strong networks

Within Diageo.

Influencing and orchestration skills across multiple-markets with cultural sensitivity and

Ability to adapt style.

A passionate, personable leader, capable of leading emotionally and creating instant

Connection with the credibility to teach and coach upward as well as down.

Ability to explain the organization’s strategic business priorities and their impact on L&D

Solutions to commercial leaders.

Organizational change experience with capability at its heart an attituded set of possibility and belief.

A passion for learning and growing others.

Flexible Working options

Worker Type

Regular

Primary Location:

Achimota Brewery

Additional Locations :

Job Posting Start Date