Field Force Capability Manager

The incumbent will be accountable for planning, implementing, and evaluating field force effectiveness plans and training initiatives. They will support in driving sales and field marketing, excellent execution agenda, engagement, and use of enablers leading towards achievement of sales and marketing KPI's. Develop short and long-term strategies in improving field force core processes, sales and marketing operations, functional skills, competencies, ways of working, and other related activities

Demonstrate cross-functional collaboration on the development of projects and programs with subject matter experts (SME) and will also coordinate with the APAC region in terms of implementation of regional strategies, new courses, and relevant trainings versus the required competencies of the field force. The incumbent will be responsible for incentive compensation, Sales Force Architecture, Coaching App, and other programs/projects related to Sales Force Effectiveness and Training and Development.

As the Field Force Capability Manager in the area of Operations, you will:

Training and Development

Develop a 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 for the shift to new roles as Trade Marketing Reps in coordination with HR, Distributor CEO, Operations, and the Field Marketing Leadership team.

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

Lead the development of a progressive training and development program for field team based on current development needs in delivering the 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 training meets 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 training introduced and conducted. Information to be collated and shared with the superior for an onward feedback report.

Sales Effectiveness

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

Define and align with the management team and move forward Field Force set of skills changeovers.

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

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

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

Implement and ensure Best Practices evaluation and exchange within the Sales Force.

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

Assessment and Evaluation

Track the development of KPI achievements on a regional level to assess regular and consistent training & field coaching sessions on Salesforce performances.

Perform regular field & customer visits to understand market specifics & trends, competitor practices, customer & consumer behavior, 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 training and training tools to meet business needs.

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

Closely monitor all news related to training & development available on the 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 a 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 and maintain required documentation.

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

Requirements:

University degree or equivalent

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

Fluency in oral and written English

People Management & Leadership Skills

Advanced Communication and Presentation Skills

Ability to develop training and deliver them without facilitation by the 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