Title:  Commercial Capability Manager

We Go Places! How about you?
Location: Stellenbosch
Function: Sales
Type of Contract: Permanent
Reference Number: 136333
Closing Date: 09/05/2025

Purpose of the job

This position is responsible for planning, development, execution, and evaluation of the capability development programs and competency training to support HBI’s business strategy.

Key Responsibilities

• Execution and Implementation of Capability Development strategies
• Develop and execute the sales and marketing capability building plans to achieve HBI’s commercial strategy in alignment with the broader Heineken strategy.
• Plan, develop, execute, and evaluate capability development programs and ensure the right level of skills and capabilities to deliver against HBI business needs.
• In collaboration with Heineken Centers of Excellence, develop commercial capability via a comprehensive training agenda, leading practice tools and skills transfer to ensure the development of the teams to sustain business and fuel HBI’s growth
• Stay up to date with industry trends, sales and marketing methodologies, and training best practices to continually improve the effectiveness of commercial training programs.
• Manage the execution of training including pre assessments, post assessments and work-based assignments.
• Understand and deliver training on the different Heineken Ways of Working.

Drive Continuous Improvement

• Manage on-boarding and continuous improvement of all commercial teams in HBI’s markets.
• Collaborate with commercial manager to refine and optimize the sales process and routines.
• Develop and implement onboarding programs for new sales hires to ensure they quickly become productive members of the sales team.
• Identify opportunities for continuous improvement in the commercial team.
• Gather commercial insights of the future, the impact of AI and business requirements to guide skills development among team members.

Capability Development Planning

• Achieve commercial training operational objectives by contributing appropriate training information and recommendations to capability training plans.
• Ensure that training programs are aligned with the commercial processes and that in-market teams are equipped to follow leading practices.
• Participate in the development and implementation of the commercial teams annual training plan and calendar and ensure alignment with the HBI People Team and in-market stakeholders.
• Meet training financial objectives by forecasting training requirements, preparing an annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions.
• Explore and identify training providers and obtain quotations, recommend vendors for selection based on proposed curriculum, past track record and program fees.
• Implement and train on the use of commercial tools and technologies, enablement platforms, and other commercial related  software to drive results.
• Drive E-Learning platform participation within all HBI markets aligned to Heineken policies and procedures.
• Collaborate effectively with allocated managers on the commercial capability gaps of their team and track PDP’s.
• Follow up on coaching outcomes and close the gaps where required

Training Needs Assessments

• Identify the specific training and development needs, through training needs analysis of the full commercial team through liaising with the different stakeholders across HBSA, HBI, the regional and global.
• Conduct assessments, surveys, and performance evaluations.
• Develop and design training programs and materials that address the identified skill gaps aligned with HBI’s commercial goals and strategies.

Reporting

• Maintain records of training activities, assessments, and outcomes, measure and report progress against the plan.
• Provide regular reports to management on the impact of training programs on sales performance
• Keep all training equipment/simulators up to date
• Process the formal admin required for accredited programs

Job Requirements

• Bachelor of Marketing, Business Administration, Communications or Related field.
• At least 6 years’ relevant experience of which  2 years’ experience in a management roles in a FMCG firm or within any similar organization
• Experience in Africa will be advantageous
• Experience in building capability, sales force effectiveness, regional sales team planning cycle, trade marketing fundamentals and continuous improvement.
• Deep knowledge and understanding of the competitive environment, including competitors, industry structures and socio-political dynamics
• Understanding of the Consumer Value Drivers
• Experience in creating standardized ways of working across all sales teams (channels)
• Experience with Information Systems (Analytical, Database and User interface)
• A track record of implementing capability and competency development initiatives or operational excellence programs
• Experience in executing Learning & Development programs within a sales and marketing environment
• Experience in project management, financial controls and compliance
• Strong planning and organisational skills
• Proven technical and analytical skills, sales excellence assessments, campaign compliance, merchandising, trading terms,planning/organising of sales interventions,
• Good analytical and problem-solving skills (UPS methodology, 5Why, Fishbone)
• Front line sales or marketing experience a plus

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.