Territory Sales Manager - Karachi
PepsiCo
Date: 3 weeks ago
City: Karachi
Contract type: Full time
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
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
- 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
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