Regional Sales Director

2 days ago


Lahore, Punjab, Pakistan PepsiCo Deutschland GmbH Full time
Job Description

The Regional Sales Director is responsible for leading the sales team in deploying company strategies and developing plans to address local business needs. This includes training and motivating the team to achieve short-term company objectives and long-term organizational strategy.

Key Responsibilities
  1. Strategy Development: Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory teams.
  2. Category Development: Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category.
  3. Action Planning: Implement and cascade action plans to territory teams to execute counter strategies.
  4. Sustainable Growth: Strategize and brainstorm with ZSM to drive sustainable growth objectives and re-align strategy where necessary.
  5. Volume Targets: Responsible for achieving monthly and quarterly volume targets as well as target brand and pack deliverables.
  6. Progress Review: Review progress against objectives at weekly meetings and take corrective action as appropriate.
Additional Responsibilities
  1. Productivity and Financials: Ensure smooth flow of information to ZSM & HOS to aid strategic decision making and ensure all financial and sales data is factually correct.
  2. Trade Discounts: Monitor and manage trade discounts with TSOs month on month.
  3. Distributor ROI: Monitor and track distributor ROI and propose suggestions to leverage on distributor profitability.
  4. Quality Control: Implement quality and control measures at distributor outlets - FIFO, stock numbers etc.
  5. Depot Sales Tracking: Responsible for depot sales tracking and assist ZSM in strategic planning against data gathered on a monthly basis.
  6. Productivity Optimization: Drive productivity optimization and motivation for TSOs and DSRs through daily interaction; weekly meetings and setting smooth operating procedures.
  7. Staffing Requirements: Assist ZSM to ensure optimization of staffing requirements through liaison with HR Commercial Manager.
  8. Process Adherence: Ensure SOCKS process is followed.
Market Share Focus
  1. Market Visits: Ensure regular market visits which are documented, and objectives are clearly aligned with the ZSM.
  2. Market Trends: Recognize market forces and trends very quickly in the assigned region and bring in the necessary level of dynamism to execute the AOP.
  3. Improving Market Share: Accountable for improving market share through identification of untapped channels, new towns, brand, and pack size and optimal rack productivity.
  4. Customized Promotions: Drive corporate marketing agenda with regional focus through customized local promotions.
  5. Channel Partner Stability: Develop team capability to address channel partner stability-related concerns by evolving alternate GTM mechanisms.
  6. Promotions Analysis: Analyze and propose promotions with positive financial impact through rationalization of brand plans.
  7. Competitor Analysis: Market intelligence and competitor analysis - monitor competitor activity and identify response plan in liaison with ZSM.
  8. New Product Initiatives: Ensure smooth execution of all new product initiatives against regional business strategy.
  9. Merchandizing and Displays: Ensure execution of all merchandizing, display, and operational priorities across territories.
Process Improvement
  1. Existing Processes: Propose ways to improve existing sales processes - data tracking, payment methods, supply chain etc.
  2. Supply Chain Communication: Build and maintain communication with Head Office/Supply chain on product supply and POP related matters.
  3. Efficiency Enhancement: Develop ways to improve process efficiency with distributors and retailers through liaison with all stakeholders.
  4. Regular Field Presence: Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs.
Team Building
  1. Company Values: Work towards building trust across all employees in the system by living and promoting the company values.
  2. Mentorship: Ensure high-level mentorship for all DRs by engaging actively with them on operational issues and providing coaching inputs for enhanced delivery of objectives on both BR and PR.


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