This role will be based in Cape Town or Durban.

Purpose of Role

To ensure sales and execution excellence through the creation of fully capable field sales teams.

This role primarily performs two critical functions.  Firstly, leading the in-market planning, delivery, and logistics for capability interventions.  Supporting the planning and management of the local faculty, ensuring that content is ready and available to all faculty members, and managing the reporting of performance data.  Secondly, driving an M&E approach to all capability activities to ensure robust ROI.

Understand the Capability level of our direct sales staff.

Ensure the implementation of training and sales development programs for all levels of the Sales functional area. Responsible for identifying overall Capability gaps and work with Global and local resources to find the most suitable training initiatives.

This role will also be responsible for the development of all Sales business function requirements leading to exceptional sales and management performance.

Top Accountabilities

Deliver strong Capability leadership for Diageo SA, through:

Building strong relationships with local Exec/Commercial leaders to support the development of the ‘Market Plan’. Identify overall capability gaps by role by investigating and implementing a common business skills gap analysis tool/grid.

Continuous Assessment, Monitoring and Coaching

Conduct needs analysis to assess current skill sets and knowledge of the sales personnel across all levels to drive developmental solutions.

Continuous monitoring of usage of applications to identify new or refresher training needs.

Developing strong relationships with Channel Heads, 3rd party partners and

DSMs to ensure the capability plan is fully embraced by the sales organisation.

Ensuring that the planning and delivery for all core Global Curriculum programmes is completed in a timely manner – i.e. Accreditation programmes across all core disciplines.

Liaising with above-market resources to ensure that support is given to Global interventions such as Train the Trainer – i.e. qualitative and quantitative assessments and diagnostics. Liaising with BSS to ensure timely administrative deployment of iDevelop diagnostic.

Collating all M&E and delivery of the business case to support on-going investment in capability. Conducting comprehensive audits and assessments of all Field Sales training curricular, programs and materials to ensure that they meet world class quality standards (both on content and delivery) and that they are aligned to the Diageo Way of Selling (DWWS).  Programs include Managing Relationships incl. 7 steps of the call, Persuasive Selling and Sales Drivers, Coaching, Commercial Maths, Trax effectiveness, License to Sell, License to Coach, Experienced negotiation and #DiageoHelpSell.

Drive continuous performance improvement of the Field Sales Organisation through the tracking, monitoring, reporting, and coaching of KPIs aligned to the Field Sales Capability Scorecard Conduct Field Sales visits to each sales region, once per Quarter to conduct in trade audits and quality checks of sales and execution capabilities. Drive the Field Sales Organisation’s use of the Diageo E-learning platform & 3rd Party on MLC, to complete necessary training modules to improve sales and execution capability.

Ensure a day in a life of (DILO), is updated, sales force understand it and are trained once every Half.

Ownership of key outcomes:

Owning the development of the market Commercial Capability plan in partnership with the Global COE. Setting up of regular interventions to ensure that coaching in the 20 and the 70 becomes the norm. Supporting the regular Capability ‘performance’ focused meetings with senior stakeholders in market by ensuring that all relevant data is reported in a timely manner. Collaborate with HR on budget planning and alignment. Assist and support HR on the Graduate programme and Commercial onboarding.

Qualifications, Experience and Leadership

National Diploma/Degree or similar

5+ years sales management role with ability to demonstrate successes in leading, building & developing a team.

Proven track record in Sales Management level ideally with experience in at least 1 area of sales. Particularly Critical is previous experience in a customer facing role.

3- 5 years’ experience in the following areas:

– Training and Development

– Skills Development Facilitation

– Coaching and Mentoring

– Facilitation and Assessment

– In-field Sales experience advantageous