Sr. Territory Sales Manager

2 weeks ago

Lahore, Punjab, Pakistan PepsiCo Full time
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

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