Purpose of the job: To execute and localize sales capability initiatives by delivering frontline training, adapting materials to market needs, deploying tools and processes, and tracking the effectiveness of capability programs. This role acts as the bridge between capability design & development and field execution, ensuring that training and tools are effectively implemented and continuously improved based on market feedback

Key Accountabilities

Localization training material & Training Delivery:

Adapt training materials from the Sales Cap Design & Development (SCD&D) team to reflect local market context, language, and execution realities. Ensure training readiness, including logistics, trainer preparation, and participant engagement follow by plan Deliver frontline training sessions across regions in BU, ensuring consistent message and engaging facilitation.

Program Deployment & Monitoring

Deploy tools, processes, and training modules to frontline teams in alignment with rollout plans Track and monitor training execution using defined KPIs and digital tools to ensure adoption and consistency. Report training effectiveness and execution status regularly to stakeholders and the SCD&D team

Capability Assessment & Feedback

Conduct capability assessments using the standardized framework provided by the SCD&D team. Analyze assessment results to identify skill gaps and development needs at regional level. Provide structured feedback to SCD&D team team to support continuous improvement of capability programs & development plan

Tailored Training for BU (Need align with Sales Cap HO for the content)

Design and deliver ad hoc training for assigned BU based on specific needs or performance gaps. Customize training content to address BU-specific challenges, products, or execution models. Track and report training KPIs to measure impact and ensure alignment with Sales Cap strategy.

Execution & Adoption Driving

Actively drive adoption of new role & responsibilities, new capabilities, tools, and processes through field visit, and reinforcement activities. Engage frontline teams and line managers to build ownership, address resistance, and embed new ways of working into daily routines. Collaborate with stakeholders ( HOS, RCM, SCD&D) to identify execution gaps and co-create action plans that accelerate capability adoption and performance improvement. Ensure that the plan align with SCD&D team

 

Knowledge and Experience

A minimum of 3 years experience in commercial role in FMCG A minimum of 3 years in Sales Training or any job relevance to training in FMCG, Beer industry is a plus Bachelor’s degree in business, operation management, behavioral change, HR, or a related field Proficiency in communicating technical information to non-technical staff, non-sales to sales language Potential to work independently as well as with others. Proficiency to interact with stakeholders at various levels. Good analytical and problem-solving skills to solve complex issues. Efficient leadership competencies/ Heineken Behaviors to drive change. Experience in sales, GTM, RTM, sales Cap or Sales Operation.