Job Description
Main Purpose
Job Description
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
- 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
Job Dimensions –
- Robust generalist for a territory
- Number of people: approx 6-8 people reporting in
- Value sales: As per plan
- More than 10000 outlet base with more than 60 routes
- Cost – Manage Stales and Discount
- Key Business Driver for the Region
- Computer Skills – MS Office (ppt, word and excel) is required.
Main interactions within & outside organization / External & Internal Environmental Factors –
- Internally – Sales Managers, RSM, SE’s , Supply chain team, RCM, MDM, Training Executives
- Externally – Distributors, CFA’s,
Qualifications
Qualifications/Requirements
- Any under graduation
- Post Graduation (Tier 1/2 College)
- Preferable MBA from Tier 1 College
- Competencies Knowledge
- FMCG sales overview
- Distribution Business
- Computer Proficiency – Excel, Word, PPT, Outlook
- ROI Understanding
- Skills
- Negotiation
- Communication
- People management
- Time Management
- Critical Thinking
- Analytical Ability
- Problem Solving
- Relocation Eligible: Eligible for Standard Relocation
Job Type: Regular