Sr. Territory Sales Manager - Arifwala

PepsiCo Inc. · Lahore, Lahore District; Punjab, Pakistan

Overview

To lead the sales team/large scale distributors in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long-term organizational goals.

Responsibilities

• Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team
• Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category.
• Implement & cascade action plan to territory team to execute counter strategies.
• Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables.
• Review progress as objectives at weekly meetings and take corrective action as appropriate.
• Ensure smooth flow of information to ASM/ZSM to aid strategic decision making & ensure all financial & sales data is factually correct.
• Monitor & manage trade discounts with TS month on month.
• Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability.
• Implement quality & control measures at distributor outlets – FIFO, stock numbers etc.
• Responsible for depot sales tracking & to assist ASM/ZSM in strategic planning against data gathered on a monthly basis.
• Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity.
• Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms.
• Analyze & propose promotions with positive financial impact through rationalization of brand plans.
• Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with ASM.
• Ensure smooth execution of all new product initiatives against regional business strategy.
• Ensure execution of all merchandizing, display & operational priorities across territories.
• Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
• Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders.
• Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs.
• Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking.
• Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills.
• Conduct field training to ensure market excellence in all areas.

Qualifications

• Strong leadership skills, People Manager, Problem Solver
• University Graduate (BA).
• Preferably 2-4 years in similar capacity.
• Written and verbal communication skills.
• Prioritization skills.
• Sense of urgency to get results.
• Proficient use of MS Office needed. Frequent work on complex excel & Power Point applications.
• Strong team player.
• Multi- tasking ability.
• Proficient in maintaining speed in work.
• Analysis and control.