Sales Territory Manager

3 days ago


Lahore, Punjab, Pakistan PepsiCo Deutschland GmbH Full time
Overview

PepsiCo Deutschland GmbH seeks a highly motivated and experienced sales professional to lead our sales team in deploying company strategies and developing plans to address local business needs.

Responsibilities
  1. Set clear and measurable objectives to ensure delivery of annual operating plan (AOP) and strategic plan in line with regional goals and cascade locally to territory team.
  2. Analyze category development potential for each category within the food and beverage industry and create subsequent plans to consistently grow shares in each category.
  3. Implement and cascade action plans to execute counter strategies.
  4. Responsible for achieving monthly and quarterly volume targets as well as target brand and pack deliverables.
  5. Review progress against objectives at weekly meetings and take corrective action as appropriate.
  6. Ensure smooth flow of information to area sales managers to aid strategic decision making and ensure all financial and sales data is factually correct.
  7. Monitor and manage trade discounts with customers month on month.
  8. Track distributor return on investment (ROI) and propose suggestions to leverage on distributor profitability.
  9. Implement quality and control measures at distributor outlets – first-in-first-out (FIFO), stock numbers etc.
  10. Responsible for depot sales tracking and assist area sales managers in strategic planning against data gathered on a monthly basis.
  11. Accountable for improving market share through identification of untapped channels, new towns, brand and pack size and optimal rack productivity.
  12. Develop team capability to address channel partner stability related concerns by evolving alternate go-to-market (GTM) mechanisms.
  13. Analyze and propose promotions with positive financial impact through rationalization of brand plans.
  14. Market intelligence and competitor analysis – Monitor competitor activity and identify response plan in liaison with area sales manager.
  15. Ensure smooth execution of all new product initiatives against regional business strategy.
  16. Execute all merchandising, display and operational priorities across territories.
  17. Propose ways to improve existing sales processes – data tracking, payment methods, supply chain etc.
  18. Develop ways to improve process efficiency with distributors and retailers through liaison with all stakeholders.
  19. Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs.
  20. Assess and track team capability through ongoing feedback, regular review meetings and key performance indicator (KPI) tracking.
  21. Conduct core skills assessment with distributors' representatives and direct sales representatives to ensure strong coaching and selling skills.
  22. Conduct field training to ensure market excellence in all areas.


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