Sales Capability Lead - Key Account at Coca-Cola

ABOUT THE ROLE

Key Account Lead is responsible for the development of Customer Centric KAM capability. Through being close to the performance results of the key account team, they identify development areas and leverage the relevant training materials to build team performance and potential. The role is primarily on the job and in the market side by side with key account managers and team, driving on the job capability to deliver high performance results and mindset. They act as coach for the Key Account Managers to ensure the transfer/application of knowledge in the market, with special focus on E2E customer management process.

KEY RESPONSIBILITIES

• Development of Customer Centric KAM capability. Through being close to the performance results of Key Account team he/she identifies development areas, leverages the relevant training materials to builds cross functional team performance and team potential
• Support of adoption of new ways of working including scrum and design thinking to develop Customer listening capability
• Coaching KAMs based on shadowing in the market and during sales / system routines
• Localization and training of KAM to KAM Diamond Curriculum to cross functional customer teams.
• Support of local teams to run customer journey mapping for critical customers and put in place required cross-functional plans to improve customer satisfaction.
• Set up and run regular role plays to ensure customer-facing team readiness and preparation of customer negotiations and selling stories
• Design the best on the job learning experiences for KAMs and their teams.
• Support Line Manager in the development of employees and their skills.
• Listen to customers to understand their needs and connect to selling stories via role plays
• Drive the Role play culture and KAM assessment approach.
• Foster the "Listen, understand & act" approach within the KAMs
• Pursue opportunities with innovative solutions
• Support the Talent development by working with HR and line managers.

QUALIFICATION & EXPERIENCE

• University Degree in a Business area
• Masters in relevant areas
• Track record in KA- High performance
• Awareness of end to end customer processes ( eg logistics, finance) and understand implications. Cross functional customer team management skills.
• Strong ability to form effective working partnerships with external partners as well as internal customers.
• Business Performance Management