Olam International Limited Vacancy for a Sales Capability Development Manager

A global agri-business, Olam grows, sources, trades and processes food and industrial raw materials across 16 product platforms for over 13,800 customers. With a direct presence in 65 countries, our team of 23,000 employees has built a leadership position in many businesses – including cocoa, coffee, cashew, sesame, rice and cotton.

This year we celebrate our 25th anniversary with four new initiatives, all of which are focused on investing in our future generations: The Olam Prize for Innovation in Food Security; The Olam Scholarship Programme; The Olam Foundation; and our Building Sustainable Futures Forum. To learn more about any of these, visit ‘About Us’ on our website (www.olamgroup.com).

Job Title:  Sales Capability Development Manager

Purpose of Job
Responsible for enabling the Business Units to build core sales capabilities to deliver Growth

  1. Help develop & deploy ‘Route to Market’ model for each Business Unit – both short term & long term.
  • Develop RTM with deep channel, customer & category understanding.
  • Regularly identify improvement opportunities in the sales organisations.

Develop and implement common sales processes/ systems & tools across businesses and categories

  • Develop & Deploy the ‘Olam Way of Selling’ across sales organisations.

Ritualise – ‘Day in the life’; ‘One language’
Standardised Sales Call (at various levels).
Objection handling
Drive excellence in execution.

  • Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity Measures (Direct Coverage, Effective Coverage, Productivity, Lines Sold…)
  • Reporting Systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims.
  • Dealer Management: Briefing, Order Management, Stock Management, Credit Management., ROI calculations
  • KPI formulation & tracking.
  • Geo Mapping
  • Route Optimisations.
  • Devise appropriate checks and balances in the process & reporting formats.
  • Develop and implement sales and distribution metrics.
  1. Develop and implement sales and distribution metrics.
  2. Drive efficiency and productivity of our Sales force and Redistribution assets
  3. Work on Sales Automation in the medium to long term.
  4. Drive Training and Capability Building for the Sales Force (including Merchandisers):
  • Identify capability needs of the sales organisation in terms of skills and competencies based on the business & sales strategies.
  • Develop training modules for various levels of sales teams.
  • Either in-house or with external help
  • Innovative Methods: Role Plays; Videos…
  • Adapted to local cultures.
  • New members to be inducted with focus on product & functional knowledge.

Drive structured ‘On-the-job’ training for company sales team & merchandisers – new recruits as well as current personnel.

  • Provide coaching, guidance and work out professional development plans to help the sales force reach their full potential & create a world class sales force.
  1. Lead and develop process of field force incentive systems & recognition programmes.
  2. Help in developing Trade Marketing Plans. Lead with ideas for different categories.
  3. Independently access quality of service to customers. Work with Business Heads & Sales Managers to improve the same. Help in formulating terms of trade principles, policies & guidelines.


Desired Skills and Experience
Desired Skills 
Competencies:

  • Leadership
  • Detail Orientation
  • Analytical Ability
  • Strategic Thinking
  • Strong Communication & Presentation Skills
  • Team Player
  • Project Management Skills
  • Personal Planning & Organisation
  • Collaborating & Influencing
  • Ability to connect to different cultures

Experience :
Candidate with extensive exposure in Sales & Sales Capibility Development, who has worked up from the ranks.
Minimum 15 + Years of work exposure in Leading Foods & Beverages company

How to Apply
Interested and qualified candidates should Click Here to Apply

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