LAVA International - Senior Manager - Sales Capability Development

Sales Actors

- Retail, comprising of:

Partners - Retailers & Modern Trade outlets (population of 2 lac individuals)

Employees - 3000 on rolls promoter- s, 1000 on rolls (Area Retail Officers) team leaders,

- Distribution, comprising of:

Partners - General & modern trade distributors : 1100 partners with their employees

(i) DSE - 3500 Distributor sales executives

(ii) Distributors & employees - Owner, MIS, warehousing, delivery - 2000 +

Employees - On rolls employees : 550 +

(i) Distributor managers - 400, responsible for P&L of 2-3 partners

(ii) Zonal managers - 100, Leaders of zone, leading 8-9 (ARO), 2-3 distributor managers

(iii) Business Unit Heads - 25, State sales operations heads

Knowledge Life Cycle management

- Onboarding and Induction

(i) Create process for onboarding and induction of all actors.

(ii) Deploy process through respective reporting managers across country

(iii) Product & technology, process, ways of working & policies

- Training need identification (TNI) all actors in sales

Create Process of individual TNI for each actor based on

(i) Monthly sales KPI achievement (ii) Monthly knowledge (tests on process/product/policy) score (iii) Monthly process compliance score (based on audits, measurement of process compliance)

Competence deployment

Create process for 6 monthly competence development for DSE, DM, ARO, ZM and BUH. This is based on Lava competency framework of people, business & operations

(i) Customized competence building curriculum based on TNI from assessment centers (ADC)

(ii) Customized TNI and curriculum based on formal performance appraisal (PMS)

Lead team

- Lead a team of talented resources from T1 b-schools

- Team responsible for actor wise knowledge life cycle management (KLCM)

- Analytics

Coordination with content

- Coordinate with in-house content factory to build training material

- Coordinate with external agencies for top talent capability building

Desired Attributes

1. Lives Lava Values

2. Tactical Thinking

3. Process and data Orientation

4. Strong interpersonal skills

5. Relevant experience of HR workforce management

6. Demonstrate personal drive to learn and evolve

Ideal Candidate

- Preference given to people with - experience in HR workforce learning management in FMCG / Consumer durable/ Telecom/Appliances/Manufacturing/BPO/KPO/Training Firms

- MBA in HR or equivalent degree from tier 1 institutes (4-6 years exp)

- Exposure of talent management

- Understanding of sales concepts - distribution and retail