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Mondelez International Sales Capability Lead AMEA in Selangor, Malaysia

Job Description

Context to Sales Capability:

At Mondelēz, one of the keys to delivering top-tier financial performance is developing an industry-leading sales organization that is recognized as ‘partner of choice’ by our retailing customers across all channels. This ambition is enabled via utilizing a customized training syllabus to build capabilities in our sales teams, from field sales representatives to key account managers to category planning departments.

Specifically, this sales material encompasses:

  • Selling methodologies and ‘call’ frameworks for visiting on all retail outlets

  • Building strategic customer partnerships

  • Negotiation and selling techniques for all levels

  • Understanding the shopper and utilizing insights to better frame executional initiatives

  • The Mondelēz Perfect Store agenda

  • Category Planning, including Route to Market & Revenue Growth Management stimulus

and can be delivered through a combination of:

  • Face to face and virtual team training (using expert trainers inside and outside the organization)

  • Building expertise of designated trainers in our markets

Purpose of this role:

This position (reporting to the AMEA Sales Director) is critical to building our organizational sales capability across the Asia, Middle East & Africa (AMEA) region (spanning some 20+ markets). Specifically, this role should:

  1. Develop the Sales Capability and training strategy for AMEA including shaping all relevant learning material with other lead members of the regional sales team

  2. Guide all markets to assess their current sales capability gaps, prioritize their sales training agenda including required investments, facilitate training of material to teams where appropriate

  3. Develop the digital platform strategy for sales capability training in AMEA to better enable virtual content creation and adoption

  4. Ensure we are tracking & measuring the effectiveness of sales capability training (specifically using data & analytics)

  5. Build a connected and engaged AMEA Sales Capability community

Key Accountabilities:

Develop the Sales Capability and training strategy for AMEA including shaping all relevant learning material with other lead members of the regional sales team:

  • Identify and prioritize key regional sales capability gaps and opportunities across next 3 years

  • Define most suitable learning material & shape multi-year training deployment plan

Guide all markets to assess their current sales capability gaps, prioritize their sales training agenda including required investments, facilitate training of material to teams where appropriate

  • Shape and execute E2E sales capability assessment framework and tool with markets

  • Help facilitate assessments, compile data, build out aligned training plan & secure training resource (with training materials & systems plan)

  • Deploy (train) the syllabus to market teams and / or identified market ‘trainers’

Develop the digital platform strategy for sales capability training in AMEA to better enable virtual content creation and adoption:

  • Identify and engage with new digital training platforms and implement / pilot them where deemed appropriate

  • Develop and deploy an improved Sales Capability & Learning website with Global Sales Capability team

Ensure we are tracking & measuring the effectiveness of sales capability training (specifically using data & analytics):

  • Create ways to measure learning (data and insights) adoption and successful application

  • Understand how to best extract data & assess if training is ‘landing’ as intended

Build a connected and engaged AMEA Sales Capability community:

  • Establish Sales Capability member network both globally and with each AMEA market

  • Facilitate best practice sharing of capabilities & celebrate successes

  • Define long term career planning framework for sales team members

  • Lead overall governance on aligned capability programs through Monthly / Quarterly connects, including MIU completion tracking

Country to country Relocation support available through our Global Mobility Policies

Business Unit Summary

Headquartered in Singapore, Mondelēz International’s Asia, Middle East and Africa (AMEA) region is comprised of six business units, has more than 21,000 employees and operates in more than 27 countries including Australia, China, Indonesia, Ghana, India, Japan, Malaysia, New Zealand, Nigeria, Philippines, Saudi Arabia, South Africa, Thailand, United Arab Emirates and Vietnam. Seventy-six nationalities work across a network of more than 35 manufacturing plants, three global research and development technical centers and in offices stretching from Auckland, New Zealand to Casablanca, Morocco. Mondelēz International in the AMEA region is the proud maker of global and local iconic brands such as Oreo and belVita biscuits, Kinh Do mooncakes, Cadbury, Cadbury Dairy Milk and Milka chocolate, Halls candy, Stride gum, Tang powdered beverage and Philadelphia cheese. We are also proud to be named a Top Employer in many of our markets.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

Regular

Sales Operations

Sales

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