Capability Development Manager

About the role

Heineken is looking for a Capability Development Manager to lead sales capability transformation across APBS. You will design and deliver programs that boost sales effectiveness, embed data‑driven behaviours, and support sustainable growth for the sales front line and distributors.

Key responsibilities

• Lead sales transformation initiatives aligned with the capability roadmap.
• Develop onboarding frameworks, playbooks, tools and structured training programmes.
• Deliver sales training and coaching to improve execution and customer‑centricity.
• Conduct field accompaniment and capability assessments to identify performance gaps.
• Coach front‑line sales, field managers and key stakeholders to build talent pipelines.
• Partner with Sales, Trade Marketing and other functions to drive PICOS execution.
• Analyse performance trends, EOE data and market opportunities to pinpoint gaps.
• Recommend short‑term fixes and long‑term capability solutions, measuring their impact.
• Support outlet contract management strategy to improve compliance.

Required profile

• 5‑10 years of experience in FMCG, with 4‑6 years managing a field salesforce.
• Proven experience in change management or business transformation.
• Strong knowledge of sales training and development.
• Ability to act as an internal consultant and advisor.
• Assertive, tactful and professional communication style.

Required skills

• Change Management
• Business Transformation
• Sales Training & Development