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Territory Sales Manager

2 weeks ago

Lahore, Punjab, Pakistan PepsiCo Full time 104,000 - 130,878 per year

Overview
To lead the sales team/large scale distributors 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 goals.

Responsibilities

  • Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team
  • Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category
  • Implement & cascade action plan to territory team to execute counter strategies
  • Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables
  • Review progress as objectives at weekly meetings and take corrective action as appropriate
  • Ensure smooth flow of information to ASM/RSM to aid strategic decision making & ensure all financial & sales data is factually correct
  • Monitor & manage trade discounts with TS month on month
  • Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability
  • Implement quality & control measures at distributor outlets - FIFO, stock numbers etc.
  • Responsible for depot sales tracking & to assist ASM in strategic planning against data gathered on a monthly basis
  • Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity
  • Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms
  • Analyze & propose promotions with positive financial impact through rationalization of brand plans
  • Market intelligence & competitor analysis - Monitor competitor activity and identify response plan in liaison with ASM
  • Ensure smooth execution of all new product initiatives against regional business strategy
  • Ensure execution of all merchandizing, display & operational priorities across territories
  • Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
  • Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders
  • Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs
  • Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking
  • Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills
  • Conduct field training to ensure market excellence in all area

Qualifications

  • Preferably 2 - 4 years of experience in Field Sales particularly in FMCG sector.
  • Strong leadership skills, People Manager, Problem Solver
  • MBA or Masters in Marketing & Sales
  • Written and verbal communication skills
  • Prioritization skills
  • Sense of urgency to get results
  • Proficient use of MS Office needed. Frequent work on complex excel & Power Point applications.
  • Strong team player
  • Multi- tasking ability
  • Proficient in maintaining speed in work.
  • Analysis and control