Commercial Capability Development Manager at Kenya Wine Agencies Limited (KWAL)

This position is responsible for planning, development, execution, and evaluation of the capability development program and competency training based on the HEINEKEN FORCE framework.  

Main Responsibilities

Execution and  Implementation of Capability Development strategies

• Develop and execute the sales and marketing capability building plans to achieve KWAL’s commercial strategy in alignment with the broader Heineken strategy
• Plan, develop, execute, and evaluate capability development programs and ensure the right level of skills and capabilities to deliver against KWAL business needs 
• In collaboration with Heineken Centers of Excellence develop sales capability (including excellent outlet execution) via a comprehensive training agenda, leading practice tools and skills transfer to ensure the development of the front line teams to sustain business and fuel KWAL’s growth
• Stay up-to-date with industry trends, sales methodologies, and training best practices to continually improve the effectiveness of sales training programs
• Manage the execution of training including pre assessments, post assessments and work-based assignments
• Understand and deliver training on the different Heineken Ways of Working – 4 pillars of FORCE: Brand Building, Innovation, Sales and Revenue Growth Management

Drive Continuous Improvement

• Manage on-boarding and continuous improvement of sales representatives, area sales managers, brand managers and executives and wider commercial leadership team
• Collaborate with Sales Managers to refine and optimise the sales process and routines
• Develop and implement onboarding programs for new hires to ensure they quickly become productive members of the team
• Identify opportunities for continuous improvement in the commercial team
• Evaluate on an ongoing basis the knowledge and correct application of the different pillars of FORCE
• Benchmark application of FORCE versus peer Operating Companies to obtain best practices and share to re-apply
• Gather insights on the Sales and Marketing of the future, the impact of AI and business requirements to guide skills development among team members

Capability Development Planning

• Achieve commercial training operational objectives by contributing commercial training information and recommendations to capability training plans
• Ensure that training programs are aligned with the sales process and that sales reps are equipped to follow leading practices
• Participate in the development and implementation of the Sales & Marketing Teams annual training plan and calendar and ensure alignment with Heineken and KWAL stakeholders
• Meet training financial objectives by forecasting training requirements, preparing an annual budget, scheduling expenditures, analysing 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

Training Needs Assessments

• Identify the specific training and development needs, through a training needs analysis of the full commercial team through liaising with the different stakeholders across OpCo, regional and global
• Conduct assessments, surveys, and performance evaluations
• Develop and design training programs and materials that address the identified skill gaps aligned with the KWAL’s Commercial goals and strategies

Capacity Building

• Support the sales and marketing teams through capability development
• Collaborate effectively with allocated managers on the sales capability gaps of their teams 
• Ensure effective Sales Reps coaching and mentoring and in trade support
• Follow up on coaching outcomes and close the gaps where required
• Implement and train on the use of sales tools and technologies, sales enablement platforms, and other sales-related software and drive results
• Drive E-Learning platform participation within KWAL aligned to Heineken policies and procedures
• Contribute to the Women in Sales 3-year strategic plan, supporting HR and the Head of Sales

FORCE deployment

• Develop a comprehensive strategy to roll-out FORCE with the 4 key pillars of the commercial strategy across the wider business
• Drive digital capability building in line with commercial automation and reporting objectives & initiatives
• Learn, Share and Reapply best practices across different Heineken operating companies

Reporting

• Maintain records of training activities, assessments, and outcomes, measure and report progress against the plan.
• Provide regular reports to management on the impact of training programs on sales performance
• Keep all training equipment/simulators up to date
• Process the formal admin required for accredited programs

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Bachelor of Marketing, Business Administration, Communications or Related field. 
• Master of Marketing, Business Administration, Communications or Related field, will be an added advantage. 

Professional Qualifications

• Must hold a professional qualification in marketing

Experience 

• At least 6 years, 2 years experience in management roles in a FMCG firm or within any similar organisation.