Sales Capability Manager | Bangalore

Rentokil PCI is the leading pest control service provider in India. A Rentokil Initial brand, Rentokil PCI was formed in 2017 through a joint venture (JV) between Pest Control India, the number one pest control company in India, and Rentokil, the world’s leading pest control brand. Rentokil PCI aims to set new standards for customer service with operations across 250 locations in India. The JV brand also focuses on developing industry-leading service operations through the sharing of best practices, new innovations and the use of digital technologies.

General Duties & Responsibilities

The Sales Capability Manager is responsible to lead the sales capability initiatives in the region/branches assigned as per the business requirements.

• Identification of training needs and designing relevant modules, activities, and tools to ensure a consistent and professional approach across with the aim of increasing standards of sales performance.
• Fully implement 6x6 sales model and Sales Performance Assessment tool.
• Work closely with Branch Managers to improve their ability to coach sales teams in the field and their ability to manage performance in their area of responsibility.
• Project management and delivery of country specific sales activities to ensure consistency & continuous improvement of sales performance standards. This includes, sales induction program, Basic Technical course for sales people, development workshops, etc.
• Developing & monitoring sales force KPIs dashboard (DSP, Pipeline etc). This information is then collated & analyzed to provide a status report to the country leadership team.
• To "raise the standard" of training by constantly monitoring new trends and 'ways of working', including updating training courses, making them relevant to country requirements. Any changes should be in line with the agreed global / regional / country strategic thrusts and business needs.
• Work closely with the local HR team in the recruitment process as needed. This is to ensure that the caliber of salespeople joining the sales team is consistently high and that new recruits possess the appropriate competencies at the right levels. This includes the recruitment of CSEs.
• Active participation & contribution to business strategy development & deployment and in measuring the progress of these strategies.
• Ensure, assess and maintain the implementation of strategic initiatives (6x6 basic selling steps with selling tools and selling skills, Sales leadership development centers, Tendering and large contract, etc).
• Monitors sales team progress against these initiatives and provides feedback to the business/leadership team as and when required.
• Link Sales strategy to Marketing initiatives to ensure that there is a common agenda for the country.

KEY DELIVERABLES:

• Delivery of Sales Capability Workshop as per the schedules set
• Route Riding with CSE's at Branch to understand the requirement for capability Development
• Review of CSE, BM on weekly basis to improve sales pipeline and sales performance and develop understanding of sales team in interpretation of data
• Develop understanding of GM & DM in interpretation of DSP, Pipeline and SPA data for them to take necessary corrective action
• Develop Sales Capability development plan with an objective of improving CSE performance.
• Deliver improvement in sales productivity year-on-year

CORE COMPETENCIES

• Knowledge & experience in organizational effectiveness and sales management implementing best practices
• Excellent interpersonal skills and a collaborative management style.
• A demonstrated commitment to high professional ethical standards and a diverse workplace
• Excellent people manager, open to direction and Collaborative work style and commitment to get the job done.
• Ability to challenge and debate issues of importance to the organization.
• Ability to look at situations from several points of view
• Problem solving
• Ability to work independently