PepsiCo

Makes salty snacks, sodas and sports drinks

Area Sales Manager

Field SalesConfirmed live in the last 24 hours

Full-timeChennai, Tamil Nadu, IndiaNo salary listedIn-person

About the Job

Requirements

Knowledge of FMCG sales, particularly the Modern Trade channel.
Knowledge of distribution business.
Computer proficiency in Excel, Word, PowerPoint, and Outlook.
Knowledge of a local language and English.
Understanding of return on investment (ROI).
Ability to negotiate, communicate, manage people and time, think critically and analytically, and solve problems.
Any undergraduate degree is required.
A postgraduate degree is preferred; an MBA and prior Modern Trade experience of 1–2 years are preferable.

Responsibilities

Plan and track annual operating plan (AOP) targets for customer executives in alignment with the Unit plan.
Execute plans to consistently grow category share in Modern Trade and SAMT channels.
Ensure transparent communication with the field team, including partners.
Manage discounts and distributor margins.
Set up and retire distributor business (DB) channels and guide standard operating procedures.
Improve market share by increasing net and weighted distribution.
Activate brands through pack-wise and channel-wise activities to improve market share.
Ensure asset productivity and drive corporate and regional marketing agendas.
Develop team capabilities to address channel partner stability issues.
Understand the financial impact of territory promotions, rationalize them, and ensure clear communication and adherence.
Monitor competition and maintain competition intelligence.
Assess team performance capability and provide development feedback.
Recognize customer executives on internal and external platforms.
Partner with Sales Human Resources and drive core people processes across the team.
Own frontline functional skill development and development action plans.

Desired Qualifications

A postgraduate degree, preferably from a Tier 1 or Tier 2 college.
An MBA with 1–2 years of prior Modern Trade experience.

Overview

ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

Responsibilities

Strategy and AOP

AOP target planning & tracking for CEs that are consistent with Unit plan
Execute necessary plans to consistently grow shares in each category as per plan in the Modern Trade, SAMT Channels
Ensure transparent communication to the field team including partners
Managing discounts and distributor margins
Setting up and Retiring DB channels and guide on standard operating procedures

Market Share

Improve market share by increasing net distribution and weighted distribution
Activate brands - Pack wise & channel wise activities to improve Market Share
Ensure asset productivity and drive corporate/regional marketing agenda
Develop team capabilities to address channel partner stability related issues
Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
Possess high competition intelligence in constant monitoring of all competition

Team Building

Assess performance capability & providing development feedback to team
Recognize CEs on internal/external platforms
Partner with Sales HR and drive Core People Processes across the team
Own the frontline functional skill development and Development Action Plan

Qualifications

Competencies

Knowledge1. FMCG sales overview, esp for Modern Trade channel 2. Distribution Business 3. Computer Proficiency – Excel, Word, PPT, Outlook4. Local Language and English5. ROI UnderstandingSkills1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving

Qualifications

Any under graduation
Post Graduation (Tier 1/2 College preferably)
Preferable MBA with prior MT Experience of 1 or 2 Years

About the Company

PepsiCo

Makes salty snacks, sodas and sports drinks

PepsiCo makes snack foods and soft drinks that supermarkets, convenience stores and restaurants sell around the world. It owns some of the most familiar grocery brands, including Lay's and Doritos chips from its Frito-Lay division and Pepsi, Mountain Dew and Gatorade on the drinks side, along with Quaker oats and cereals. The company runs its own plants and distribution network and earns most of its money selling finished products to retailers and foodservice customers, while partner bottlers produce some of its drinks under license. PepsiCo was formed in 1965 through the merger of Pepsi-Cola and Frito-Lay and is headquartered in Purchase, New York.

Company size: 10,001+
Company stage: IPO
Headquarters: Harrison, NY
Founded: 1965

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