Title:  Commercial Capability Development Manager

We Go Places! How about you?

Location: Kiambu
Function: Commerce
Sub Function: Commerce - Sales - Functional Management
Type of Contract: Permanent
Closing Date: 09-04-2025

Join KWAL and be a part of something bigger, as we accelerate excellence as a proud member of the HEINEKEN global family.  While we unlock new opportunities and shape the next chapter of our journey, KWAL is embedding a high-performing, agile business driven by innovation and purpose. If you're energized by transformation and inspired to make a meaningful difference, this is your moment to lead change and grow with a business that’s going places – fast!

Job Purpose

This position is responsible for planning, development, execution, and evaluation of the capability development program and competency training based on the HEINEKEN FORCE framework.  

Main Responsibilities

Execution and  Implementation of Capability Development strategies

• Develop and execute the sales and marketing capability building plans to achieve KWAL’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 KWAL business needs 
• In collaboration with Heineken Centers of Excellence develop sales capability (including excellent outlet execution) via a comprehensive training agenda, leading practice tools and skills transfer to ensure the development of the front line teams to sustain business and fuel KWAL’s growth
• Stay up-to-date with industry trends, sales methodologies, and training best practices to continually improve the effectiveness of sales 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 – 4 pillars of FORCE: Brand Building, Innovation, Sales and Revenue Growth Management
   

Drive Continuous Improvement

• Manage on-boarding and continuous improvement of sales representatives, area sales managers, brand managers and executives and wider commercial leadership team
• Collaborate with Sales Managers to refine and optimise the sales process and routines
• Develop and implement onboarding programs for new hires to ensure they quickly become productive members of the team
• Identify opportunities for continuous improvement in the commercial team
• Evaluate on an ongoing basis the knowledge and correct application of the different pillars of FORCE
• Benchmark application of FORCE versus peer Operating Companies to obtain best practices and share to re-apply
• Gather insights on the Sales and Marketing 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 commercial training information and recommendations to capability training plans
• Ensure that training programs are aligned with the sales process and that sales reps are equipped to follow leading practices
• Participate in the development and implementation of the Sales & Marketing Teams annual training plan and calendar and ensure alignment with Heineken and KWAL stakeholders
• Meet training financial objectives by forecasting training requirements, preparing an annual budget, scheduling expenditures, analysing 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
   

Training Needs Assessments

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

Capacity Building

• Support the sales and marketing teams through capability development
• Collaborate effectively with allocated managers on the sales capability gaps of their teams 
• Ensure effective Sales Reps coaching and mentoring and in trade support
• Follow up on coaching outcomes and close the gaps where required
• Implement and train on the use of sales tools and technologies, sales enablement platforms, and other sales-related software and drive results
• Drive E-Learning platform participation within KWAL aligned to Heineken policies and procedures
• Contribute to the Women in Sales 3-year strategic plan, supporting HR and the Head of Sales
   

FORCE deployment

• Develop a comprehensive strategy to roll-out FORCE with the 4 key pillars of the commercial strategy across the wider business
• Drive digital capability building in line with commercial automation and reporting objectives & initiatives
• Learn, Share and Reapply best practices across different Heineken operating companies
   

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
   

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Bachelor of Marketing, Business Administration, Communications or Related field. 
• Master of Marketing, Business Administration, Communications or Related field, will be an added advantage. 

Professional Qualifications

• Must hold a professional qualification in marketing

Experience 

• At least 6 years, 2 years experience in management roles in a FMCG firm or within any similar organisation.

Competencies

Technical Competencies

• 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 A2QVP2 (Availability, Affordability, Quality, Visibility, Promotion and Persuasion)
• Experience in creating standardised ways of working across all sales teams (channels)
• Experience with Information Systems (Analytical, Database and User interface)
• One year strong practical experience with implementation 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

Behavioural Competencies

• Strong influencing and negotiation skills
• Be a self-starter and results-driven
• Must have own reliable transport and be willing to travel regularly (locally between sites)
• Collaboration with the team members and other units within the department and function
• Strong understanding of business principles and practices and ability to assess business risks
• Demonstrate a deep commitment to understanding and meeting customer needs
• Proficient in analysing data and information to make informed decisions demonstrating analytical skills by identifying issues and developing effective solutions
• Effectively communicating and presenting information, insights, and recommendations to diverse audiences through engaging and visually appealing presentations.
• Ability to employ logical reasoning and critical analysis to evaluate information and make sound decisions
• Demonstrate change management skills 
• Continuously seek new opportunities to enhance KWAL products and service, embracing new technologies and methodologies to drive growth and maintain a competitive edge
• Ability to support the professional growth of employees through guidance and feedback
• Demonstrate conflict management and crisis resolution skills
• Demonstrate resilient, agility, ability to work under pressure with high integrity
• Ability to work in a multi-layered, international matrix organization structure
   

Kenya Wine Agencies Limited (KWAL) was incorporated in 1969 and over the years KWAL has become a leading East African beverage champion in the manufacturing, exporting and importation of a wide range of alcoholic and non-alcoholic beverages. KWAL is a HEINEKEN OpCo.