About the opportunity
To lead the development and execution of the sales capability framework and comprehensive training programs across the Commercial division, ensuring the Acquisition, Account Management, Telesales, and Incubation teams possess the specialized skills, product knowledge, and strategic competencies required to drive revenue growth and operational excellence.
Key Accountability Areas
Training and Sales Capability Management
Sales Capability Strategy & Enablement
- Design and implement a structured sales capability framework that aligns with HungerStation’s commercial strategy and long-term business goals.
- Develop specialized learning paths for different sales sub-functions (Acquisition, AM, Telesales,
- and Incubation) to address their unique market challenges and KPIs.
- Collaborate with Product and Tech teams to translate complex app updates and new feature launches into clear, persuasive sales playbooks and training content.
- Stay at the forefront of sales enablement trends and tools to continuously modernize the training approach and improve team efficiency.
Training Delivery & Onboarding
- Lead the end-to-end delivery of high-impact training sessions, workshops, and seminars focusing on negotiation, value-based selling, and relationship management.
- Manage the commercial onboarding program to ensure new hires are integrated effectively and reach their performance targets in the shortest possible time.
- Produce high-quality training collateral, including manuals, digital learning assets, and assessment tools.
- Conduct "Train the Trainer" sessions to empower regional leads and managers to provide ongoing localized support.
Performance Analytics & Insights
- Perform systematic Training Needs Analysis (TNA) by analyzing sales performance data, conducting field visits, and evaluating skill gaps across different teams.
- Measure the effectiveness of capability initiatives through defined metrics (e.g., ramp-up time, conversion rates, and retention) and provide regular reports to senior leadership.
- Utilize data from CRM and BI tools to identify specific performance bottlenecks and design targeted interventions to address them.
Strategic Projects & Innovation
- Support the Sales Excellence leadership in executing high-priority strategic initiatives, such as new vertical launches (e.g., SSU, Pickup) or geographical expansions.
- Contribute to the design and refinement of sales incentive schemes to ensure they are aligned with the desired behaviors and capability levels.
- Drive continuous improvement projects within the Sales Excellence department to streamline workflows and enhance the overall "sales engine."
People Management
- Set performance objectives, provide necessary support, evaluate direct reports, and provide regular feedback on performance.
- Participate in the identification and recruitment of key talents for the function.
- Provide clear direction, prioritize tasks, assign and delegate responsibility, and monitor the workflow.
- Provide opportunities for team members to suggest, participate in, and contribute to improvement, innovation, and knowledge-sharing initiatives.
What you need to be successful
Knowledge and Experience
- 3–5years of experience in Sales Enablement, Sales Capability, or Sales Management, ideally within a fast-paced E-commerce or Marketplace environment.
- Proven experience in designing and scaling training programs for diverse sales teams (Acquisition vs. Account Management).
- Strong analytical capability with a track record of using data to drive training decisions and measure ROI.
- Familiarity with modern sales methodologies (e.g., SPIN, Challenger, or Consultative Selling).
Education and Certifications
- Bachelor’s degree in business administration, Marketing, Human Resources, or a related field.
- Professional certifications in Training (e.g., CPTD, CIPD) or Sales Coaching are highly preferred.
Who we are
Hungerstation is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.
