This position is responsible for planning, development, execution, and evaluation of the capability development programs and competency training to support HBI’s business strategy.

Responsibilities:

• Develop and execute the sales and marketing capability building plans to achieve commercial strategy in alignment with the broader strategy.

• Plan, develop, execute, and evaluate capability development programs and ensure the right level of skills and capabilities to deliver against business needs.

• In collaboration with our client's Centers of Excellence, develop commercial capability via a comprehensive training agenda, leading practice tools and skills transfer to ensure the development of the teams to sustain business and fuel our client's growth

• Stay up to date with industry trends, sales and marketing methodologies, and training best practices to continually improve the effectiveness of commercial training programs.

• Manage the execution of training including pre assessments, post assessments and work-based assignments.

• Understand and deliver training on the different Ways of Working.

• Manage on-boarding and continuous improvement of all commercial teams in markets.

• Collaborate with commercial manager to refine and optimize the sales process and routines.

• Develop and implement onboarding programs for new sales hires to ensure they quickly become productive members of the sales team.

• Identify opportunities for continuous improvement in the commercial team.

• Gather commercial insights of the future, the impact of AI and business requirements to guide skills development among team members.

• Achieve commercial training operational objectives by contributing appropriate training information and recommendations to capability training plans.

• Ensure that training programs are aligned with the commercial processes and that in-market teams are equipped to follow leading practices.

• Participate in the development and implementation of the commercial teams annual training plan and calendar and ensure alignment with the People Team and in-market stakeholders.

• Meet training financial objectives by forecasting training requirements, preparing an annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions.

• Explore and identify training providers and obtain quotations, recommend vendors for selection based on proposed curriculum, past track record and program fees.

• Implement and train on the use of commercial tools and technologies, enablement platforms, and other commercial related software to drive results.

• Drive E-Learning platform participation within all markets aligned to our client's policies and procedures.

• Collaborate effectively with allocated managers on the commercial capability gaps of their team and track PDP’s.

• Follow up on coaching outcomes and close the gaps where required.

• Identify the specific training and development needs, through training needs analysis of the full commercial team through liaising with the different stakeholders.

• Conduct assessments, surveys, and performance evaluations.

• Develop and design training programs and materials that address the identified skill gaps aligned with commercial goals and strategies.

Skills:

• Strong planning and organisational skills.

• Proven technical and analytical skills, sales excellence assessments, campaign compliance, merchandising, trading terms,planning/organising of sales interventions.

• Good analytical and problem-solving skills (UPS methodology, 5Why, Fishbone).

Qualifications:

• Bachelor of Marketing, Business Administration, Communications or Related field.

• At least 6 years’ relevant experience of which 2 years’ experience in a management roles in a FMCG firm or within any similar organization.

• Experience in Africa will be advantageous.

• Experience in building capability, sales force effectiveness, regional sales team planning cycle, trade marketing fundamentals and continuous improvement.

• Experience in creating standardized ways of working across all sales teams (channels).

• Experience with Information Systems (Analytical, Database and User interface).

• Experience in executing Learning & Development programs within a sales and marketing environment.

• Experience in project management, financial controls and compliance.

• Front line sales or marketing experience a plus.

• A track record of implementing capability and competency development initiatives or operational excellence programs.

• Deep knowledge and understanding of the competitive environment, including competitors, industry structures and socio-political dynamics.

• Understanding of the Consumer Value Drivers.

Contact information

Tamlyn Redmond