PepsiCo - Area Sales Manager

AREA SALES MANAGER

Main Purpose:

- ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

- ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

- 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

Responsibilities:

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 customer's 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

Qualifications:

- Any under graduation

- Post Graduation (Tier 2/3 College)

- Preferable MBA

Experience:

- 2 to 5 Years

- FMCG Sales

(Similar GTM)