GM – Sales Capability

Role Title

Sales Capability Manager

Position No

Function

Sales

Sub Function/ Vertical/ Department

Sales

Band

Reports to Role (Position No)

Circle Sales Head

Location

Mumbai

• Job Purpose (In one or two sentences)

The Sales Capability Manager has the following responsibilities –

• Sell-out focus
• Capability building
• R&R
• UAT and testing Support for Sales system and automation

• Key Accountabilities / Key Result Areas (Max 5)

Sell Out Focus

• Promoter agency management
• Trade Marketing
• Shopper Activation
• AVI

Capability Building

• Salesforce Automation tools change program
• Onboarding, training for frontline
• HSW cascade, compliance and governance
• Agency Management & Governance
• Market Audits & Compliance
• Retailer NPS/T-SAT & analytics

R&R

• SIP Payouts & Utilization
• National R&R : Circle combat & Zonathon
• TSE / TSM ASM Incentive Management –criterion, utilization and effectiveness

UAT

1. Co-ordinate user testIng for all systems and automations relating to Sales and Dustribution

2. Actively participate in requirement gathering process for all sales systems and automations including getting relevant inputs from key stakeholders in the circle.

3. Identifying opportunities for automation and digitalization of sales process in the circle

3. ELnsure testing of all scenarios under UAT during implementation of Sales systems and automations

4. Give circle UAT sign off for all sales system and automations

• Core Competencies, Knowledge, Experience, Technical / Professional Qualifications (Max 5)

• 6 – 8 years of experience in Sales, preferably in a Telecom, FMCG or FMCD industry.
• Strong analytical & conceptual skills. A systemic orientation to implementation
• Ability to manage the highest levels of interaction with top management, both internally and externally
• Ability to determine needs for people development. Exposure to training so as to effectively lead functional capability building initiatives
• Ability to ensure adherence to processes
• University Degree in Business/MBA calibre or equivalent qualification

• Strong analytical ability to unlock business opportunities
• Powerful influencing and effective relationship management skills
• Independent thought leadership and drive to execute

• Key Performance Indicators (Max 5)

• Ensure roll-out of all incentive schemes across channels and ensure effective utilization of incentive schemes by SIP roles
• Effective resolution of all customer and channel partner queries
• Build and develop the sales capability of the organization (based on understanding of best practices) – Identify training gaps for sales force based on customer/channel partner issues. Drive digital engagement and certification of all stake holders on functional modules and other behavioural modules implemented from time to time
• Govern sales processes (mSmart reporting etc)

• Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.

Responsible for managing and governing promoter agency budget

Governing Sales Incentive Program and rewards and recognition program for the function at the circle

• Risks, Challenges, Job Context (Short Description)

The role drives identification and fulfilment of capability gaps for the channel teams. It also enables execution and governance of all Sales R&R programs (incl SIP, Circle Combat etc)

Additionally, the role is accountable for ongoing trade engagement to build advocacy.

Consequently, the role impacts delivery of business targets across channels and customer experience through on roll/ off roll and channel partner teams. The role also plsy a critical role in requirement gathering and UAT testing during implementation of all sales systems and processes