Sr. Commercial Capability Manager

  • Shelton, CT 06484, USA
  • Full-time

Company Description

BIC® products are known and appreciated all over the world for their quality, their affordability and ease of use. The ballpoint pen, the pocket lighter, the one-piece shaver are all part of the daily lives of millions of consumers. These products make BIC® one of the best known international brands, present in 3.2 million retail outlets, in more than 160 countries. As we explore the tremendous opportunities ahead, we have a need for dedicated and dynamic employees to help build our team.

Job Description

JOB SUMMARY

The purpose of this position is to lead the Commercial Capability function with accountability for development and implementation of best practice sales excellence programs to support BIC’s strategic objectives

  1. via definition of BIC’s learning strategy and a sales capability program;

    Building up of a learning journey. Update of trainings content and format to suit salesforce needs, construction of a solid learning infrastructure. Reward sales capability and make the trainings count;

  2. via definition and implementation of a sales efficiency program, including account planning processes, salesforce automation, sales incentive policy to ensure increased ROI from our selling activities.

Proactively and collaboratively work across the Company to determine strategies that can effectively be used as a lever to grow revenue and improve profit for the organization.

MAIN RESPONSIBILITIES / TASKS

  • Define sales learning strategy to deliver BIC’s objectives (e.g., growth, ROI, customer satisfaction) and ensure organizational alignment and buy-in.

  • Perform thorough sales capability audit; in particular:

    • Set-up initial capability assessment across all continents and sales positions,

    • Deploy yearly identification of core competencies by role, capability gaps and priorities,

  • Design and update “Best-in-Class” program content and delivery

    • Define and shape “Best-in-Class” program instruction,

    • Partner with subject matter experts and resources, both internally and externally, to implement and deploy learning solutions,

    • Act as main trainer and ambassador for the sales academy,

    • Collaborate with HR to update and maintain training content quality to best suit salesforce needs,

    • Support “Best-in-Class” training architecture, incl. new training formats, with online courses and user-friendly online material,

    • Collaborate with other functions to gather input in salesforce training.

 

  • Monitor program implementation and ensure impact

    • Design certification journey based on role, time-in-job and capability gaps, with a blend of mandatory and optional material,

    • Monitor training attendance and program effectiveness,

    • Collaborate with HR to integrate certification in talent review process to drive performance management and career planning.

  • Implement a sales efficiency program to ensure increased ROI from our selling operations, including:

    • Key account planning processes,

    • Salesforce automation,

    • Sales incentive policy.

Qualifications

QUALIFICATIONS

  • Bachelor’s degree in Business or a related commercial field.

  • 10 + years of business experience in sales roles within FMCG.

  • At least 3 years of relevant working experience (includes training and talent development experience).

  • Ability to work collaboratively within a large multi-site operations organization.

  • Demonstrates strong track records in conducting learning and development activities to develop the sales team, preferably in Consumer Goods industry.

  • Demonstrates strong track records in conducting sales and negotiation with clients.

  • Strong interpersonal, selling skills and capability to communicate effectively with different level of people inside/outside of organization.

  • Demonstrated ability to influence others and accomplish goals within a matrixed environment.

  • Winning spirit and manner, self-motivated.

  • Fluent business English.

Additional Information

 

  • Manages 2 direct reports “Sr. Manager Commercial Capability Design & Governance & Sr. Manager Commercial, Sales Efficiency.

  • Ability to travel 30% of the year.

  • Position could be based in Clichy, France or Shelton, CT-USA

 

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