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Sales Capability Manager

Date: 
Location: 

Dallas, TX, US, 75254

Job Location: Dallas TX
 

General Purpose

This position will lead the execution of people, process and technology changes intended to improve the sales organization to be “the best” and thus win in the marketplace. This position, as a member of the Market Unit leadership team, has local visibility and must be adept at working across all levels of leadership. This position requires the ability to develop and articulate messaging with varying levels of complexity, details and sensitivity. 

This position requires an ability to drive for results while managing multiple programs simultaneously. The primary deliverables include initiative building and rollout; assess capability gaps, identify relevant solutions; to close the gaps and provide input into requirements development; provide sales capability expertise and consultation; facilitate Market Unit capability development and support new employee onboarding. This position is expected to deliver information to large groups and must be comfortable dynamically speaking in front of groups. This position may be called to lead or be engaged with projects / pilots; validate, edit and/or develop content or take on other special actions needed to achieve the sales capability department mission. 

This position, as a leadership position, must be able to emulate the processes, routines and behaviors that are being required from our sales organization personnel to attain credibility and attain the adoption within the field. The primary scope of influence is with the sales organization within the assigned Market Unit geographical area across all channels and functional groups while including in regional key accounts and franchise bottlers. 

The relevant solutions may require development from other Coca-Cola Southwest Beverages LLC departments (e.g. Commercialization COE, Sales Capability COE or L&D COE) or outside providers, though the development is not the responsibility of Sales Capability, however importing and exporting best practices is critical to the success of the role. 

Duties and Responsibilities

Initiative Deployment & Implementation 

  • Deliver initiative-based capability building programs for all channels & functions 
  • Coach all functions on best practice methods for engaging employees, modeling behaviors and driving business results 
  • Provide sales expertise and resources on key program launches that enable successful sales in the marketplace 
  • Assess the impact of capability programs on both employees and the business using effective measurement tools make recommendations to CCSWB Learning & Development COE to maximize on success and/or make improvements where required. 
  • Develop personal skills and capabilities to improve execution as MUSC Manager 

Capabilities Assessment 

  • Facilitate / Execute skills assessment for new & existing employees 
  • Conduct capability assessments through field execution trade time, examination and certification 
  • Debrief MUVP on sales organization capabilities & development areas 
  • Aggregate observations of sales performance capabilities, report results and identify core areas for improvement 

Sales Consulting 

  • Assist in the deployment of sales aids 
  • Conduct meetings with sales teams to drive execution improvements via identification of opportunities. 
  • Collaborate with CCSWB Learning & Development and COE to review development and design of training materials to include manuals with visual charts, presentations and videotapes, e-learning and other technologies. 
  • Build and develop strong sustainable relationships with internal and external stakeholders at all levels within CCSWB. 

On-boarding 

  • Conduct intensive orientation/induction the CCSWB Way (both company AND role induction) - schedule workshops 
  • Conduct in-depth, instructor-led sales capability training for new sales associates (to complement structured Pathway OJT) 
  • Oversee competency of new sales associates 
Qualifications

Education:  

  • BA/BS Business Management, Education/Learning/OE or a related field. 

Experience:  

  • 3 - 5 years managing professional sales people 
  • Deployment of projects or initiatives 
  • Experience in consumer goods industry; sales / marketing or major account management 
  • Experience in developing successful annual business plans and/or price /package plans for retail customers 
  • Excellent organizational, planning, communication (oral & written), facilitation, presentation and writing skills 
  • Strong relationship management skills and experience. Proven track record forming partnerships and influencing effectively across all areas of the organization 
  • Strong people and project management skills. 
  • Must have a demonstrated ability to manage a diverse portfolio of projects, quickly mediate between competing priorities, and work effectively with management  
  • Comfortable using and assimilating with new technology tools to deliver capability development 
  • Track record of coaching and developing people (directly and indirectly) 

Coca-Cola Southwest Beverages LLC is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.


Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth