Sr. Territory Sales Manager

4 weeks ago

Lahore, Punjab, Pakistan PepsiCo Full time
Overview

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

Responsibilities

  1. Set clear and SMART objectives to ensure delivery of AOP and Strategic Plan in line with regional goals, cascading locally to the territory team.
  2. Estimate and analyze category development potential within FLP and create plans to grow shares in each category.
  3. Implement and cascade action plans to the territory team to execute counter strategies.
  4. Achieve monthly and quarterly volume targets, as well as target brand and pack deliverables.
  5. Review progress in weekly meetings and take corrective actions as needed.
  6. Ensure smooth flow of information to ASM/ZSM for strategic decision-making and maintain accuracy of financial and sales data.
  7. Monitor and manage trade discounts with TS monthly.
  8. Track distributor ROI and suggest ways to leverage distributor profitability.
  9. Implement quality and control measures at distributor outlets, including FIFO and stock management.
  10. Track depot sales and assist in strategic planning based on monthly data.
  11. Improve market share by identifying untapped channels, new towns, and optimal rack productivity.
  12. Develop team capabilities to address channel partner stability concerns by evolving alternate GTM mechanisms.
  13. Analyze and propose promotions with positive financial impacts through rationalization of brand plans.
  14. Monitor market intelligence and competitor activity, and develop response plans in liaison with ASM.
  15. Ensure smooth execution of all new product initiatives aligned with regional strategy.
  16. Ensure execution of merchandising, display, and operational priorities across territories.
  17. Propose improvements to existing sales processes, including data tracking, payment methods, and supply chain.
  18. Develop ways to enhance process efficiency with distributors and retailers through stakeholder engagement.
  19. Maintain regular physical presence in the territory to understand customer needs.
  20. Assess and track team capability through feedback, reviews, and KPI monitoring.
  21. Conduct core skills assessments with DRs and DSRs to ensure strong coaching and selling skills.
  22. Conduct field training to ensure market excellence in all areas.
Qualifications
  • Strong leadership skills, people management, problem-solving abilities.
  • University graduate (BA).
  • Preferably 2-4 years in a similar role.
  • Excellent written and verbal communication skills.
  • Strong prioritization skills and a sense of urgency.
  • Proficient in MS Office, especially complex Excel and PowerPoint applications.
  • Strong team player with multi-tasking ability.
  • Ability to work efficiently and analyze data effectively.
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