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Immediate Superior: Head of RTC & eBusiness 
Job Grade: 25
Location: Sandton
Function: Sales 
Type of Contract : Permanent 
Reference Number: 133579
Closing Date: 03 April 2025

 

 

PURPOSE OF THE JOB

The National Sales Capability Manager is responsible for driving advanced Sales Ways of working and In-Trade Execution by enhancing sales team capabilities, systems and tools across a broad range including front-line Sales as well as specialized departments. This includes but is not limited to:

Strengthening execution capabilities across all sales channels and specialized departments, including Trade Marketing, E-Business, Key Accounts, and Channel Marketing.

Building capability with the sales force and continuously driving efficiency and best practices.

Standardizing ways of working across all teams, ensuring consistency in execution and strategy.

 

KEY RESPONSIBILITIES

Sales Capability Development & Training

Serve as the lead for Ways of Working, Sales Processes, and Capability Building.

Conduct training needs analysis to assess skill gaps and develop targeted learning solutions that enhance sales effectiveness.

Develop a national sales capability strategy, aligning training initiatives with business goals to enhance performance.

Design an annual capability plan, identifying competency gaps and prioritizing salesforce development programs for impact.

Forecast sales training requirements, prepare annual budgets, monitor expenditure, and analyse variances for implementation.

Collaborate with external partners to design and implement train-the-trainer programs aligned with business requirements.

Lead a team of Sales Capability Managers, providing strategic direction, coaching, performance management and support.

Monitor and evaluate the effectiveness of training programs, using data-driven insights to optimize future learning initiatives.

Implement training programs tailored to specialized departments, ensuring alignment with company-wide sales strategies.

Lead planning and execution of national sales interventions including National Roadshows.

Drive engagement through effective sales communication, including:

Sales Blog Updates

Bulk Email Campaigns

Regional Sales Check-ins

 

Market Execution & Trade Excellence

Oversee execution excellence across a wide portfolio, including Frontline Sales, Trade Marketing, Key Accounts, and E-Business.

Support in driving Awards and Recognition Programs.

Drive continuous improvement in Sales Excellence Assessments.

Enhance and implement Consumer Value in relation to A2QVP2:

Availability

Affordability

Quality

Visibility

Promotion

Persuasion

 

Salesforce Effectiveness & Customer Interaction

Provide support to enable sales employees to interact with customers in the most appropriate manner that adds value, is cost-effective, and delivers an ROI for the business.

Collaborate cross-functionally to ensure synergy between departments, enabling the sales force with the appropriate technology required for optimum execution.

Conduct regular regional alignment sessions with sales regional leads.

Develop and enhance sales toolset in the form of a decision tree that aligns with key investment drivers, including:

Consumer Value Drivers

Volume vs. Brand Equity

Relationship Retention

 

EDUCATION

A bachelor’s degree in Business, Finance, Logistics, Data Science, Commerce, or a related field.

MBA or relevant postgraduate qualification preferred.

 

EXPERIENCE

Minimum of 12 years in the FMCG industry – with experience in the following:

Sales force effectiveness 

Regional sales team planning cycle 

Trade marketing execution and category management.

Financial controls and compliance 

Liquor trading policy 

Commercial liquor landscape in South Africa 

Understanding of advanced data analytics and sales performance systems.

 

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.