PURPOSE OF THE JOB
The purpose of this role is to build capabilities of the sales team through identification & sharpening of field sales team’s skills and processes in order to achieve company’s business objectives. Also to ensure that the right caliber of staff both in quantity & quality are available always to meet the company’s sales needs.
KEY RESPONSIBILITIES
Training
Identification of skill gaps in sales workforce through accompanied market visit for the purpose of creating Individual Development Plan(IDP)
Determine, source & deploy sales training programmes in conjunction with NSM & HRM with approval of MD
Tutor the sales team on basic sales processes and sales management for productivity
Maintain a database of sales training deployed Evaluate the effectiveness of training on business through routine market visits
Review of post training evaluation provided by HR with a view to providing concrete feedback to the respective RBMs & NSM for the purpose of periodic performance assessment, marking a copy to the MD
Building & sustaining value-based capability of the sales team in order to ensure they excel in modern day sales space
Exploring Market & Customer Opportunities
Regular trade visit to spot and back check sales activities and basic sales process & provide feedback to management
Engage on accompaniment visits to trade in order to facilitate on the-job training 2
Identify the training needs of our key customers in conjunction with the NSM in order to provide required training to the distributors and their staff
Required to constantly spot & evaluate channel opportunities in the market place Provide competitive advice to Managing Director for exploration & exploitation of such opportunities Liaises with marketing department to drive the evolving e-commerce platform
Sales Infrastructure & Programmes
Monitor & track the deployment/utilization of critical sales tool usage like field-max
Evaluate gaps & recommend areas of improvement in such tools for MD’s consideration
Excellent communication of bonus scheme by holding group dissemination session
Recruitment & Performance Assessment
Works with HR Department to assess current sales team performance
Participates in recruitment of sales employee in order to identify potential & acquire necessary sales skills
Liaise with HR to ensure there is a pool & plan to retain high potential sales team
MAJOR CHALLENGES
Getting line manager to follow through agreed post training action plans
Coordinating programs running concurrently at different locations
Maintaining a productive working relationship with both HR & field force
PRINCIPAL ACCOUNTABILITIES
Ensure approved sales training programmes are implemented in line with annual business plan
Liaise with HR/training institutions & consultants to ensure that all sales training programmes are planned
Ensure achievement of e-commerce sales target
Prepare External Customer Satisfaction report
Track/monitor the use of sales tools such as Fieldmax and appraise the gaps/required improvement in line with the dictate of the market
Coach & mentor sales personnel to address development needs, thereby improving the effectiveness of the sales force
Prepare a sales process compliance report 3
Ensure coordination, assessment and evaluation of sales training effectiveness to ensure transferability of learning thereby enhancing achievement of agreed training objectives
Handle specific sales development project as assigned by the MD for the purpose of achieving set business objectives
QUALIFICATION & EXPERIENCE
Minimum work experience of 12 years
B.Sc degree in any discipline
MBA qualification will be an added advantage
SKILL REQUIREMENTS
Ability to deploy impact knowledge & develop an individual effectively •
Excellent presentation & communication skills
Strong project Management Skills
Ability to formulate sales operational guidelines
Good leadership & influential skills
Good knowledge in assessing & developing people’s talents
Coaching & Mentoring Skills
Interested applicants should send their Resumes/CVs to careers@gol-ng.com
Apply via :
careers@gol-ng.com
