Sales Director

3 days ago

Lahore, Punjab, Pakistan PepsiCo Deutschland GmbH Full time
Overview

PepsiCo Deutschland GmbH seeks an experienced Sales Director to lead the sales team in deploying company strategies and developing plans to address local business needs.

ResponsibilitiesAOP/Strategy
  • Establish clear and measurable objectives to ensure delivery of AOP and Strategy Plan, aligning with Regional goals and cascading locally to territory teams.
  • Analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category.
  • Implement and cascade action plans to territory teams to execute counter strategies.
  • Collaborate with ZSM to drive sustainable growth objectives and re-align strategy as needed.
  • Responsible for achieving monthly and quarterly volume targets, as well as target brand and pack deliverables.
  • Review progress against objectives at weekly meetings and take corrective action as appropriate.
Productivity and Financials
  • Evaluate and manage trade discounts with TSOs on a monthly basis.
  • Monitor and track distributor ROI and propose suggestions to leverage distributor profitability.
  • Implement quality and control measures at distributor outlets – FIFO, stock numbers etc.
  • Responsible for depot sales tracking and assisting ZSM in strategic planning based on gathered data.
  • Drive productivity optimization and motivation for TSOs and DSRs through daily interaction and setting smooth operating procedures.
  • Assist ZSM in optimizing staffing requirements through liaison with HR Commercial Manager.
  • Ensure SOCKS process adherence.
Market Share
  • Accountable for improving market share through identification of untapped channels, new towns, brand, and pack size, and optimal rack productivity.
  • Drive corporate marketing initiatives with regional focus through customized local promotions.
  • Develop team capability to address channel partner stability concerns by evolving alternate GTM mechanisms.
  • Analyze and propose promotions with positive financial impact through rationalization of brand plans.
  • Market intelligence and competitor analysis – Monitor competitor activity and identify response plans in liaison with ZSM.
  • Ensure smooth execution of all new product initiatives against regional business strategy.
  • Guarantee execution of all merchandizing, display, and operational priorities across territories.
Process Improvement
  • Propose ways to enhance existing sales processes – data tracking, payment methods, supply chain etc.
  • Maintain communication with Head Office/Supply Chain on product supply and POP-related matters.
  • Develop processes to improve efficiency with distributors and retailers through liaison with stakeholders.
  • Regularly visit territories to understand internal and external customer needs.
Team Building
  • Assess and track team capability through ongoing feedback, regular review meetings, and KPI tracking.
  • Conduct core skills assessments with DRs and DSRs to ensure strong coaching and selling skills.
  • Provide field training to ensure market excellence in all areas.
  • Ensure ongoing motivation in the team through suggestions on R&R programs to HR Manager.
  • Partner with HR to drive Core People Processes across the team. Own frontline functional skill development action plans with HR.
  • Assist Process Owner during benchmarking of KC2 processes and timely close gaps identified by developing/modifying test scripts to mitigate emerging risks and improve controls effectiveness.
  • Ensure controls awareness and accountability among DRs and distributors.

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