Sr. Area Sales Manager

1 week ago

Lahore, Punjab, Pakistan PepsiCo Full time
Overview

Lead the sales team 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 strategy.

Responsibilities

Strategy and AOP:
  • Set clear and SMART objectives to ensure delivery of AOP and Strategic Plan in line with Regional goals and cascade locally to the territory team.
  • Estimate and analyze category development potential within FLP and create plans to grow shares in each category.
  • Implement & cascade action plan to the territory team to execute counter strategies.
  • Strategize and brainstorm with ZSM to drive sustainable growth and re-align strategy as needed.
  • Achieve monthly and quarterly volume targets and brand & pack deliverables.
  • Review progress in weekly meetings and take corrective actions as necessary.
Productivity and Financials:
  • Ensure smooth flow of information to ZSM & HOS for strategic decision-making and accurate sales data.
  • Monitor & manage trade discounts with TSOs monthly.
  • Track distributor ROI and suggest ways to leverage profitability.
  • Implement quality & control measures at distributor outlets.
  • Assist ZSM with depot sales tracking for strategic planning.
  • Drive productivity and motivation among TSOs and DSRs through daily interactions and weekly meetings.
  • Coordinate with HR to optimize staffing requirements.
  • Follow SOCKS process.
Market Share:
  • Conduct regular market visits aligned with ZSM objectives.
  • Recognize market trends quickly and adapt strategies accordingly.
  • Improve market share by exploring untapped channels, new towns, and optimizing product mix.
  • Drive regional marketing initiatives with local promotions.
  • Develop team capabilities to address channel partner concerns and explore alternative GTM mechanisms.
  • Propose promotions with positive financial impact through rationalized brand plans.
  • Monitor competitor activity and develop response plans in liaison with ZSM.
  • Ensure smooth execution of new product initiatives and merchandising priorities.
Process Improvement:
  • Propose improvements to sales processes, data tracking, payment methods, and supply chain.
  • Maintain communication with Head Office and Supply Chain regarding product supply and POP matters.
  • Enhance process efficiency with distributors and retailers.
  • Maintain a physical presence in the territory to understand customer needs.
Team Building:
  • Build trust and promote company values among employees.
  • Mentor DRs and engage with them on operational issues.
  • Partner with Sales HR to drive People Core Processes.
  • Develop frontline skills and training plans for supervisors.
  • Conduct field training for market excellence.
  • Motivate the team through R&R programs.
  • Collaborate with HR on talent development and process benchmarking.
  • Ensure controls awareness and accountability.
Qualifications
University Graduate/Master's degree
5-7 Years of Experience
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