Grupo Bimbo - Lead - Sales Development & Capability

Sales Development & Capability

- Drive GTM transformation initiatives & sustain the different GTM mosaics aimed at driving distribution.

- Lead, sustain and maintain sales automation efforts.

- Drive distributor appointment and distributor management processes.

- Monitor & control distributor ROI, subsidy and incentives budget.

- Monitor & control all the cost lines of the Direct operations in line with the approved model.

- Be the custodian of all the Sales-related cost lines, e.g., salesman cost, Incentive cost, Distributor Margin structure, Channel costs, etc.

- Drive S&D KPIs (e.g. Strike Rate, Range Selling etc.).

- Devise GTM strategy to grow ND / WD.

- Drive sales processes - Steps of an Ideal Call, Coaching calendar, Best Planning, Permanent Journey Plan, Sales KPIs.

- Define sales force training objectives, and training capability calendar, build relevant training content, and execute the same.

- Define/fine-tune GTM strategy based on learnings from the pilots.

- Obtain unit leadership support/buy-in on all key initiatives and resources required for the GTM transformation journey.

- Provide in-market support for GTM transformation.

- Proactively identify barriers to implementation and risk mitigation mechanisms.

- Implement the change management agenda and activities pertaining to Sales Development.