Go To Market (GTM) Manager - Center I & II

Job Description

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Overview

As a part of the GTM transformation significant changes are being planned to be implemented in Pakistan over the next years plans. The changes span across the dimension of portfolio, GTM mosaic, reach, technology and organization. GTM Optimization Manager Center I and II, will be managing both regions GTM Strategy and execution for PepsiCo Foods business. (Urban, Rural, & project governance).

Responsibilities

Distribution Management Design & Strategy:

• Lead North GTM business on Design, Pilot, Roll-Out advantage GTM Models & systems, to support horizontal expansion and portfolio growth
• Communicate design to leadership and gain alignment and commitment to champion the new design and provide the resources necessary to support it
• Implement GTM transformation modelling for Center 1 & 2 in collaboration with Sales leadership
• Run regular Diagnostic analysis and highlight optimization opportunities to maximize GTM Effectiveness and efficiencies of current GTM models
• Partner with Distributors where applicable to lift and Shift GTM Models and ensure smooth implementation and sustainability of GTM Execution at field level
• Channel mix planning and execution
• Design & manage Distributor Models (end to end management of processes)
• Benchmarking competitor GTM processes and driving internal improvements to drive category growth
• Build winning relationships with distributors & sub-distributors.
• Partner with Capability manger and conduct Distributor Health Checks and roll out capability projects.
  
  

Sales KPI Planning & Improvement

• Manage Sales KPI execution
• Plan improvement in Sales KPIs in route working
• Support in Capability build Planning and Execution for the frontline
  
  

Sales Route Lifecycle Management Across Foods Business

• Sales Routes/Beat planning strategiesm
• Management of Route spends across channels (Urban and Rural both)
• Definition & Alignment on End State Metrics & Cost
  
  

Sales Automation

• Own the Sales Automation end-to-end for Center l & ll
• Power ahead design, execution and distribution with the cutting-edge PACE, a GTM Modernization tool
  
  

GCS Compliance

• Ensure 100% compliance with Pepsi Co GCS in your respective area of working to minimize the risk against set forth business objectives. Ensure implementation and execution of all tasks and activities are in line with Internal Control guidelines.
  
  

Qualifications

Qualification

Master’s in Business Administration

Competencies

• Excellent communication, interpersonal, influencing and persuasion skills
• Ability to collaborate and work with the location sales teams
• Strategic thinking
• Resilience and maturity
• Decision making
• Negotiation skills
• Interpersonal skills
  
  

Experience

• 8-10 years Go-to-Market or trade marketing experience in leading Multinational FMCGs