Field Force Capability Manager

Training and Development

-Develop comprehensive learning road map for Field Force adapted to market requirements and within JTI standards to improve core functional skills and competencies leading to a proper achievement of KPIs and business targets.

-In charge of the onboarding of new Operational Manager, Sales Supervisor & Field Marketing in coordination with Operations and Field Marketing Leadership team.

-Development of assessment of Operational Manager, Sales Supervisor & Field Marketing

-Provide onboarding tools shift to new roles as Trade Marketing Reps in coordination with HR,Distributor CEO,  Operations and Field Marketing Leadership team.

-Work closely with different functions within Sales and Marketing department in understanding all related business processes to identify specific training needs. 

-Lead the development of progressive training and development program for field team based on current development needs in delivering growth agenda covering all aspects of commercial know how, comprises and not limited to financial acumen (finance for non- finance), Territory Execution Playbook, analytics know how, consumer segmentation understanding and brand portfolio. 

-Ensure the Training Plans are fully aligned with the business objectives and all trainings to meet the needs of employees.

-Develop and implement Training Evaluation processes and tools to measure the effectiveness and relevance of training design and delivery, including training transfer aspects.

-Monitor the progress and effectiveness of the trainings introduced and conducted. Information to be collated and share with superior for onward feedback report.

Sales Effectiveness

-Drive enablers' application across Operations and Field Marketing organization.

-Define and align with management team and move forward Field Force set of skills changeover.

-Identify KPI's and determine objectives for the team following the strategy to achieve company target.

-Review and align sales Incentive Schemes to ensure high level of Sales Force motivation and market competitiveness.

-Review and evaluate Sales Operational Process and Field Sales Activities to ensure JTI performance effectiveness in trade channels.

-Implement and ensure Best Practices evaluation and exchange within all Sales Force.

-Take the lead in developing or customizing available tools to ensure knowledge of transfer to salesforce and regular follow-up on learning process (e.g. salesforce manual implementation, knowledge tests, online trainings, field coacinhg forms, field and trade audit forms.

Assessment and Evaluation

-Track development of KPI achievements on a Regional level to assess regular and consistent trainings & field coaching sessions on salesforce performances.

-Perform regular field & customer visits to understand market specifics & trends, competitor practices, customer & consumer behaviour and assess sales force performance with summary reports highlighting development needs & best practices related to JTI execution and competitor activities.

-Assess current training & Field Force skills level, regularly update content of trainings and training tools to meet business needs.

-Closely monitor market to create and/or implement new/appropriate trainings & methodologies for salesforce teams.

-Closely monitor all news related to training & development available on JTI portal and constantly update with HR BP.

People Management

-Recruit, motivate and guide the professional development of the team reporting directly and indirectly to the incumbent.

-Develop set of necessary skills/knowledge/behaviors for the team. Manage an assigned team through effective and permanent tasks allocation according to skills level and development possibilities.

-Ensure strong succession planning and engagement in place. Coach, train, motivate and provide regular feedback to direct subordinate employees with the purpose to maximize their performance, engagement and control an attrition rate.

-Contribute to Performance Management & Talent Development approach cascaded by HR and help deploy it within sales population in applied, practical manner with clear measurement.

Planning and Administration

-Build effective management systems and control mechanisms to achieve proper discipline level among all team members.

-Develop reporting, analysis systems and other materials necessary to achieve the Company’s goals.

-Perform necessary administration in accordance with the Company’s requirements, maintain required documentation.

-Organize efficient and simple way of workflow across Sales, field marketing and with other departments.

-University degree or equivalent

-Minimum 5 years experience in a managerial position in sales, preferably in multinational FMCG company

-Fluency in oral and written English

-People Management & Leadership Skills

-Advanced Communication and Presentation Skills

-Ability to develop trainings and deliver them without facilitation by Line Manager

-Advanced coaching and feedback Skills

-Project Management Skills

-Excellent Analytical Skills

-Ability to initiate change or new ways of working

-Ability and willingness to learn and apply new knowledge and skills

-Advance MS Office knowledge