Sales Development & Auditor

Role Overview

The Sales Development & Auditor position focuses on enhancing the sales team's capabilities through thorough evaluations and audits. This involves assessing sales competencies, analyzing performance metrics, and driving improvements to optimize sales execution across territories. The role requires collaboration with Sales Management, Business Intelligence, and Learning & Development to identify and close performance gaps and ensure adherence to established sales processes and standards.

Key Responsibilities

• Create and update comprehensive tools and frameworks to measure sales knowledge, skills, and field performance, tailored for various sales positions.
• Design diverse assessment materials including questionnaires, scorecards, tests, and surveys.
• Perform regular evaluations of Sales Executives and related staff to determine competency levels compared to benchmarks.
• Maintain consistency and objectivity in all assessment methods aligned with business needs.
• Conduct frequent on-site field visits within assigned provinces to audit adherence to processes, product visibility, promotional activities, and customer service standards.
• Assess compliance with sales call routines, route plans, product availability, and execution of commercial programs.
• Identify and document discrepancies between expected and actual field performance, presenting findings alongside evidence and corrective suggestions.
• Analyze sales KPIs, productivity data, and assessment reports to uncover performance weaknesses.
• Deliver constructive feedback to sales personnel based on evaluations.
• Support and lead sales training initiatives, including refresher workshops, role-playing exercises, and other practical learning sessions.
• Compile detailed weekly, monthly, and ad hoc reports covering assessment outcomes and audit insights.

Qualifications and Skills

• Bachelor's degree in Business Administration, Sales & Marketing, Management, HR, or a related discipline is required.
• At least 2 to 3 years of experience in sales development, training, assessment, or conducting field audits within FMCG, beverage, or consumer goods sectors is preferred.
• Well-versed in sales processes, distribution, KPIs, and field execution.
• Strong analytical abilities with aptitude to interpret data and develop assessment and audit tools such as checklists and scorecards.
• Excellent observation skills and attention to detail for thorough field assessments.
• Competency in problem-solving, critical thinking, and providing actionable feedback.
• Effective communication and coaching skills, capable of conducting training and assessments confidently.
• Proficiency in Microsoft Excel and PowerPoint; familiarity with Power BI is advantageous.
• Strong report-writing and presentation capabilities.
• Fluent English communication, both written and oral.
• High ethical standards, maintaining confidentiality and objectivity during evaluations.
• Self-motivated, proactive, and oriented towards achieving measurable results.
• Ability to work independently and collaboratively with sales and cross-functional teams.
• Flexibility and resilience to work in a fast-paced, field-based environment.
• Willingness to travel frequently for field visits, estimated at 70% of the work time.
• Must hold a valid driver's license and be capable of independent driving for provincial travels.