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Commerce Capabilities Manager - Trade Marketing

  1. Plan, organize and execute capability development strategies and activities inline with Global Marketing & Sales Capability framework and best in class Heineken processes and techniques to enhance Heineken Way of Building Brands & Sales Force selling capability, skills and knowledge that will enable them to achieve their sales objectives and company goals.
  2. Design, develop and deliver global marketing & sales skills training from the Global Commerce University and global Sales Academy to improve sales competences and value selling capabilities.
  3. Implement and sustain the Frontline Sales Management Program (FLSMP), through Best Practice tools, consistent Health Checks and field audits to ensure complete compliance to the Global Sales Academy (GSA) and Sales Capability deployment agenda.
  4. Achieves sales training operational objectives by providing recommendations to strategic plans and reviews; prepare and complete action plans. Implement GSA learning process through fieldwork audit.
  5. Determines training requirements by studying sales and marketing strategic plans and current sales results. Evaluate training effectiveness.
  6. Design, develop and deliver commercial skills training to all Commercial personnel.
  7. lead annual capability plan in conjunction with Commercial heads.
  8. Run Commercial Capabilities assessment for all Commercial teams to identify most common gaps and device Capability trainings to fill these gaps
  9. Meet sales financial objectives by forecasting sales training requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
  10. Innovative approach to onboarding new personnel.
  11. External partners –design train the trainer programs in line with OPCO requirements and follow through.
  12. Develop managerial results by orienting new managers; conducting management training programs; providing learning resources; coaching individual managers.


Category, Portfolio & Brand Understanding

Understands category, portfolio and brand strategies & objectives and incorporates them into Commercial planning

Shopper on Premise Consumer Understanding

Understands and leverages Shopper & Off-Premise consumer data & insights as the basis for the Trade Marketing plan


Personal Skills:

  • Ability to Motivate and drive result through others.
  • Guidance to execute strategic plans which significantly affects company Sales.
  • Excellent visioning skills since the job is at the forefront of developing the Commercial discipline.
  • Excellent Analytical and problem-solving Skills to manage variable situations which require constructive thinking
  • Reporting Skills
  • Interpersonal & Communication Skills
  • Time Management
  • Innovative & Creative
  • Exceptional people and relationship-building skills
  • Demonstrated presentation skills.

Job Segment: Manager, Management

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