About the Role
The Commercial Capability Manager is part of the AMEA Commercial Excellence team, reporting to the Head of Commercial Excellence AMEA. The core mission is to ensure design & flawless execution of capability-building initiatives across AMEA for the sales team to improve customer experience & tackle real on-the-ground challenges. These initiatives cover e-learnings, webinars, face-to-face sessions and other delivery mechanisms. This role collaborates closely with Subject Matter Experts (SMEs), local market teams, HR/L&D, and external training partners to bring key initiatives to life. This role offers exposure to commercial strategy, project management, and stakeholder engagement, providing a strong foundation for career growth in sales, commercial excellence and learning & development.
Responsibilities
Strategic Capability Development
- Design and implement a capability-building curriculum that directly support AMEA commercial priorities, ensuring alignment with business objectives such as revenue growth, margin improvement, and customer engagement.
- Lead end-to-end development of learning initiativesincluding masterclasses, success sharing podcasts, workshops, all tailored to diverse markets within AMEA.
- Develop an AMEA capability roadmap that complements the global learning agenda while addressing regional priorities.
- Act as a bridge between global and regional teams to harmonize learning objectives.
- Act as a facilitator or co-facilitator for key programs and enable sales leaders to become effective coaches for their teams.
Needs Assessment & Gap Analysis
- Utilize data-driven insights to identify skill gaps across sales teams and prioritize interventions that deliver measurable impact on performance.
Content Development via Subject Matter Experts (SMEs)
- Partner with internal and external SMEs to co-create high-quality, commercially relevant learning content.
- Ensure content reflects best practices, market insights, and Barry Callebaut's commercial priorities.
- Adapt and localize existing content for AMEA markets, ensuring cultural relevance and alignment with local business needs.
- Maintain a structured content repository for easy access and scalability.
Learning Experience Development in close collaboration with internal/external support/agencies
- Identify the correct learning platform depending on the topic at hand (e-learning, webinar, workshops, face-to-face session, podcasts etc.)
- Champion modern learning technologies (Learning Management System, microlearning, gamification) and drive adoption of commercial tools (CRM, pricing platforms) through capability programs.
Stakeholder Engagement & local co-ordination on deployment
- Collaborate with senior commercial leaders, HR/L&D, and local market teams on all elements linked to the commercial capability (curriculum, content, platform, deployment) and also to embed a culture of continuous learning.
- Work closely with local market teams to ensure efficient deployment of initiatives, including scheduling, agenda planning, resource allocation, and logistical coordination.
Measurement & ROI Tracking
- Establish clear KPIs for capability initiatives, monitor adoption and effectiveness, and report impact on commercial performance through dashboards and analytics.
Integrate Capability into Career & Individual Development
- Collaborate with HR and L&D to link learning programs to individual development plans, career growth, incentives and succession planning to promote a culture of learning.
Qualifications
- Bachelor's degree in Business, Learning & Development, Human Resources, or related field.
- Proficiency in English; additional regional languages are advantageous.
- Proficiency in MS Office; experience with reporting dashboards and learning management systems is a plus.
- 410 years experience in Learning & Development, Sales Operations, or Project Coordination.
Required Skills
- Strong organizational and project management skills.
- Communication & stakeholder management skills to drive adoption of capability programs.
- Passion for sales, sales enablement or learning & development.
- Proven track record in designing and deploying capability-building programs across multiple markets is preferred.
- Initiative, ownership, and adaptability in a fast-paced, matrix environment.
Equal Opportunity Statement
Barry Callebaut is committed to diversity and inclusivity in the workplace.
