PepsiCo - Area Sales Manager - General Trade

Job Description :

Main Purpose:

To develop profitable business and grow existing base by selecting, coaching, training the team

Role: Execute plans in his area/ region to

- Deliver annual volume within budgeted costs.

- Achieve distribution/ in store execution objective.

- To drive Urban & Rural Agenda

- Organization capability building

Key Accountabilities:

Strategy and AOP:

- Set clear and deliver objectives that are consistent with Region and SM Territory goals with each member of the territory team

- Estimate the category development potential for each category in which PepsiCo operates and build necessary plans to consistently grow shares in each category.

- Recognize market forces and trends very quickly and bring in the necessary level of dynamism to execute the AOP.

- Achieve volume targets (Month wise/Qtr wise breakup), focus brand & pack targets

- Review progress versus objectives at weekly meetings and take corrective action as appropriate

- NPD Launch - Aligning team on sell in plans, Coordination with MDM and brand teams to execute launch plans and implementing execution parameters. Reviews/ update on launch

Productivity and Financials:

- Ensure the smooth flow of information that is to be used for strategic business decisions by Sales Manager/RSM ensuring that the financial/Sales data/information provided is factually correct.

- Discounts, Distributor ROI , Cost/Expense Control Measures, FIFO, Distributor/Depot Sales tracking & strategic use of such data, Hub & Spoke Implementation , Tracking of Distributor ROI

(Viability) on a regular basis

- Develop operating procedures, Optimise Staffing requirements, Manage productivity and motivation for Sales Officers and PSRs

- Support successful execution of Grow Core and Add More

- Handle assigned CFA and be a business driver

Market Share:

- Accountable for improving the market share in the territory. Brand- Pack wise, specific channel focus, Activity around focus brand & pack to improve Market Share, Rack productivity. Drive corporate / regional marketing agenda with local promotions

- Develop team capabilities to address channel partner stability related issues by evolving alternate GTM mechanisms

- Understand in detail the financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions

- Posses high competition intelligence engage in constant monitoring of all competitive activities

Process Improvement:

- Improve existing organizational sales processes through detailed analysis of data

- Lead problem solving

- Maintain a physical presence in the territory to ensure understanding of customers needs

Team Building:

- Assess performer capability providing development feedback to frontline

- Provide recognition and feedback to frontline (SSE/SE/ST/TDO)

- Partner with Sales HR and drive People Core People Processes across the team

- Own the frontline functional skill development and Development Action Plan