PepsiCo - GTM/Sales Manager - Foods

PepsiCo, the world leader in convenient foods and beverages, welcomes you to a community of over 157000 employees spread over more than 200 countries and territories across the globe.

Founded in 1965 through the merger of Pepsi-Cola and Frito-Lay, PepsiCo entered India in 1989 and in the span of a little more than a decade, has grown to become the country’s largest selling soft drinks company as well as dominant player in the snack food segment (Frito-Lay is the leader in the branded potato chips market). To support the operations are the group’s 40 bottling plants in India, of which 16 are company owned and 24 are franchisee owned.

As part of its sustainable development initiatives, PepsiCo India has been a committed leader in the promotion of rain water harvesting, water conservation recycling and the reduction of effluent discharge. Thus, we seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity.
Working for PepsiCo as Manager GTM

We, at PepsiCo, know that success takes the work of talented and dedicated people like you, who are committed to making an impact every day. Our goal is to capture and convey the excitement of being part of a dynamic, results-oriented company, with powerful brands and world class people.

A career in the PepsiCo organization is intended to be an accumulation of challenging experiences over the course of many years - with each experience contributing to the growth of the individual and organization.

Positions - 4

Level - 06

Job Title -

GTM Manager - Gujarat, Madhya Pradesh & Chhattisgarh - Indore

GTM Manager - Kolkata

Qualification -

- 2011/2010 Premier institute, with 2-3 yrs FMCG sales experience

- Non premier institute, with 4-6 yrs sales experience

Level - 07

Job Title -

GTM Manager - Gurgaon

GTM Manager - Kerala & Tamil Nadu - Chennai

Qualification -

- 2009/2008 Premier institute, with 3-4 yrs FMCG sales experience

- Non premier institute, with 5-6 yrs sales experience

Functional Competencies -

- Exposure in Distribution in Urban & Rural geographies

- Exposure in Frontline Sales Performance Management

- Exposure in Route Re-engineering

- Multiple Stakeholder Liaison with or w/o reporting hierarchy

- Exposure to Sales IT systems and their sustenance

- Capability building and Training for Frontline sales

Leadership Competencies -

- Excellent Analytical, influencing, collaboration & inclusion skills

- Demonstrated behavior in collaborating with multiple stakeholders

- Good communication, Coaching and people development skills, High influencing skills and Drive for results, decision making skills

Preferred Companies - ITC, Britannia, Marico, HUL, Cadbury, Nestle, GSK, Parle, Heinz + other FMCG

Each individual occupies a special place in the organizational framework and carves out a role beyond his listed job responsibilities.

Main Purpose –

- As a part of the GTM transformation agenda, significant changes are being planned in Foods Business over the IGP cycle. The changes span across the dimensions of portfolio, GTM mosaic, reach, technology and organization. This huge effort requires a dedicated and focused managerial inputs in the Zone which will help drive the transformation agenda in the Zone as well as making the change stick.

- The GTM Manager will help drive these outcomes by driving and sustaining strategic initiatives in the Zone aimed at improving the GTM bandwidth and Increasing Space at the retail level – Both in rural and metros. He / she is expected to be the single point responsibility center of the Zone for the entire GTM transformation journey – Be it for Product, Channel, trade marketing, Frontline capability building.

- The GTM Manager will integrate the IT support (SAMNA and SPARK) and capability inputs required to build the necessary GTM effectiveness and build advantage for the Zone.

- The position will also drive necessary programs which support the development of motivated and capable distributor in the Zone.

Accountabilities –

GTM Agenda - Drive and Sustain Initiatives for the Zone

- Partner in developing Segmented GTM systems to tap both top and bottom end of the retail pyramid

- Increase bandwidth in the GTM system through Route Re-engineering, Route capacity Enhancement, Split Routes , Pre-sell Routes, etc., leading to improved execution

- To constantly evaluate & build new foot-print opportunities / avenues for driving Rural as well as top town agenda

- Drive distributor management processes

- Monitor & control distributor ROI, subsidy and incentives budget

- Drive S&D KPIs ( e.g. LPSC, Time to sell, Hub & Spoke Billing)

- Plan and Implement the GTM strategy to grow ND / WD / Stock Share and therefore Market Share

- Account Opening to drive reach

- Enhance S&D infrastructure’s quality and development

- Setting up robust Review mechanisms to generate MIS to enable decision-making at HO level.

- Support the GTM Lead at BU in rolling out key initiatives

- Manage frontline(Salesman) incentive and communication

Rollout of the GTM Agenda

- Work closely with CEs / ASMs in implementing the GTM strategy for the zone

- Obtain Region leadership support / buy-in on all key initiatives and resources required for the GTM transformation journey

- Provide in-market support for GTM transformation

- Ensure adherence to agreed timelines

- Ensure learning’s from pilots / roll-outs are shared across all area managers and customer executives

- Monitoring and measurement of target cost-benefits

Space

- Execute the Conquer space strategy for the Zone

- Working closely with the BU GTM team to execute the Space solutions at the market place

- Lead / supervise the placement of Racks / Hangers / Windows / Rods (basis retail strategy / requirement) at the market place

- Lead the governance of the Racks to ensure optimum utilization

Sales IT

Change Management / Business Engagement:

- Lead, sustain and maintain sales automation effort

- Draft plans and align operating teams to ensure alignment for Sales IT deployment.

- Work with the regional leadership and lead the Business Process Reengineering and ensure preparedness required for the platforms and track the execution of the same

- Ensure training of the team on the revamped Process and ensure cross functional alignment within the Zone for the same.

- Communication of execution plan and tracking of development against the same.

- Benefit measurement & driving process interventions to leverage full benefits of the Sales IT platforms.

- Communication to the team regarding the projects including – conducting appreciation meets, rolling out change champion programs etc..

- Ensure continuous engagement with business and play back relevant development inputs to the Sales IT head.

Deployment:

- Ensure site readiness including commercial completion and Master Data collection

- Closely work with the Sales IT Manager and ensure that business is supported on the application front and ensure smooth day to day running of the solution.

- Ensure 100% cover of SAMNA / Lite across Top 78 towns

- Drive adherence to deployment plan and carry out necessary course corrections basis on ground readiness.

Sales force Capability

- Drive Sales Force capability around TU, Key to Success, ROI implementation, IT / portal etc

- Define sales force training objectives and training capabilities calendar execution

- Ensure the coaching and training for the entire Zone sales team - CEs/AMs/ZMs

- Provide direction and coaching to other team members on areas that require greater focus

Job Dimensions –

- Build execution templates for recommended GTM solutions in Both Urban & Rural geographies

- Ensure that the Zone is able to progress on the agreed plan and review progress accordingly

- Ensure viability of the new routes by tracking the KPIs effectively

- Ensure capability at operational level to drive concepts of Route Re-engineering and other productivity measures to stay within GTM budgets

- Liaison with the respective stakeholder to get the necessary resources to execute and track the plan

- Track the GTM growth agenda periodically to ensure that the initiative is resourced properly and is also giving the necessary productivity desired.

- Manage the entire Change Management around the sales IT agenda through the vendors and by working closely with the line.

Main interactions within & outside organization / External & Internal Environmental Factors –

- Regional Manager, Head -GTM & Zonal Managers and RSDM

- Zone, Zonal Managers, Area Managers and the relevant CE population in the Zone

- IT – Vendors on Building IT Systems and processes and for SAMNA Roll outs

- Capability Building Team – Identification of capability gaps and co-building programs to close gaps

- External : Agencies (for developing and rolling out surveys)

Key Skills/Experience Required –

- MBA from Tier 1 Institute with 1-3 years of FMCG sales experience/ MBA from other institutes with 4-5-6 years of sales experience

- Cross geographies and cross-category experience is desirable.

- Excellent Analytical, influencing, collaboration & inclusion skills

- Good Understanding of IT systems/processes would be an advantage

Future Opportunities

When thinking about new opportunities and potential moves, we typically consider five factors.

These are: proven results, leadership capability, functional excellence, knowing the business cold and key experiences. These elements are evaluated against the current set of opportunities and our longer-term commitment to growth and development of our employees.

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