Sales Capability Manager

At PepsiCo, people from different backgrounds and experiences eagerly roll up their sleeves, pitch in and get to work. We share a desire to succeed, and to win! We get great satisfaction knowing that our ideas are not only championed, but they are acted upon and brought to life.
Our commitment to creating the best consumer products begins with our people.

Report to: Strong line to VN GTM & Sales Capability Manager

Dotted line to APAC Sales Capability Manager
Main Purposes:

• Lead the execution of training plan & programs to strengthen and build the capability of Sales Foods team in sales, distribution & merchandising through sales coaching modules, field training & implementation of best practices in term of GTM, in-store execution and merchandising as per capability strategy, plan and guidance of Asia Pacific BU and replicate of best practices across channels

• Provide expertise, guidance to sales managers as well as field coaching support and guidance to sales team including AS&D

  Key Accountabilities:

• Work closely and support APAC Sales Capability Manager to execute the Sales Capability annual operating plan (AOP), strategy, sales systems, processes and capability of Sales Foods in Viet Nam

• Train sales team to drive AS&D KPIs, route KPIs (e.g., Strike rate, SKUs/bill)

• Translate & development strategy of Sales Capability for all Sales Stakeholders of Business (Employees, Distributors, Franchise partners, etc.)

• Handle the constant assessment of the commercial functions to identify capability gaps, develop and implement solid corrective action plans accordingly to the business strategy

• Support Sales Capability Manager-APAC to Develop and roll out Sales Academy to operate as per PepsiCo Academy Standards

• Responsible for the implementation of Core Sales Processes: ATU, WCCEM, e-learning programs, etc.

• Develop a mechanism to map sales functional capability and develop development roadmap and execution plan through Competency/Skills Assessments of entire sales team

• Ensure the execution KPI’s to measure and Track productivity result (Monthly ATU Health Check Process measurement, Performance KPI, etc)

• Ensure weekly/monthly dashboarding of capability initiatives, systems / tools and data availability to follow-up the results (especially for initiatives) and place corrective actions, if needed

• Lead the Data reporting tasks by having access of gatekeeper of various LMS (ASLP/FSLP/DSLP, etc.)

• Lead the Sales onboarding modules Translation & roll-outs to any new joiners in the BU.

• Maintain a presence in field to follow up on implementation. Highlight strong performers and identify areas of improvement through regular market visits

• Ensure Talent development is completed as planned and support their development growth

• Driving motivational processes like R&R etc. for Sales team for good performance in driving Sales Capability initiatives

• Collaborate with Sales Capability managers of other markets (COSO + Franchise) to learn and implement Best practices in Sales Capability

• Lead the implementation of technology related initiatives (Digital ATU, learning platforms, Virtual Learning, Leaders as Teachers, etc.) to build capability

• Drive learning and coaching culture to ensure best outlet execution and routine compliance
• Develop continuous improvement culture (Winning Culture)/ Learning Organization
• Develop sales capability through classroom training, online training as well as on the job field coaching in conjunction with HRD
• Create and maintain training channel, assessment and learning reinforcement tools

• At least Bachelor’s degree graduated, MBA is preferable

• Strong leadership, interpersonal, communication and presentation skills

• Strong problem solving, strategic business thinking, analytical skills, project management and time management skills

• Strong focus on delivery and results with high drive and energy levels

• Process oriented and having eye for details

• Excellent Analytical Skills (MS Excel, MS Power point, MS outlook, etc.)

  Excellent written and oral English & Vietnamese language skills

• Minimum 5-7 years of experiences in related fields (Sales or Sales Capability)

• Experience L&D or selling in FMCG business and GTM would be advantage

  Proved record of building talents