Overview
This role is responsible for designing the algorithm for both short term & long term plans for the unit- Strategizing, planning & building the Unit AOP on levers of Value, Distribution , Cost and Market Share. This role own the delivery of Market Unit P&L, share and growth targets by developing and delivering the Unit AOP through focused Market Execution, Expansion and channel specific brand /category activation while building capability and engagement of the unit team.
Responsibilities
- Execute and Deliver Unit AOP on value, distribution, costs and share. Deliver unit P&L, driving profit trade-off decisions with alignment to Categories.
- Own and ensure AOP initiatives on new product launches, brand activation, Revenue Management
- Partner with Sales Head and Leadership team in development of long term plan & AOP. Define, medium/long term growth mapping opportunities within market and specify resourcing (Capex/Opex/HC, budgets) in conjunction with other functions to support the delivery of AOP business objectives
- Keep a pulse check on market and regularly review and communicate competitive intelligence. Execute superior brand / Category Activation plans by segment / channel/ customer based on deep commercial insight segmentation.
- Execute & govern Trade Investment per agreed principles/strategies by channel/customer to support the growth strategy by Customer/Channel
- Executive owner of Scale Distributors Partners(SDP) Perfect Store Program at the Unit. Build strategic win/win relationships and wiring with Distributor management / owner and be an active contributor to Distributor capability building. Drive Joint Business Planning Process with the key distributors.
- Execute the GTM Strategy for competitive advantage in the unit, optimized to capitalize on key growth levers (ND, WD growth and cost to serve).
- Drive Execution Excellence in-store in order to win at the point of sale.
- Leverage Sales Force automation and standard management reporting to drive data driven decision making across the organization within the market
- Implement and sustain selling Capability /Training and within the unit
- Demonstrate and Lead the PepsiCo Way tenets at the Unit and also drive TPW and OHS Action plan for the unit
- North being based in headquartered- requires ability to steer and contribute to HO agendas, champion Unit X HO collaborations, and act as the first SPOC for commercial for leadership visits, market visits & other central initiatives.
Qualifications
- Strong Leadership skills, experience managing larger teams
- Towering strength in Sales Operation and a passion for Market Execution
- Strong Inter-personal skills to build strategic wiring with Distributors /Customers
- Drive for results / Plays to win
- Customer Centric mentality and approach to conducting business
- Executive Presence to represent PepsiCo on Unit relevant external forums
- Strong Commercial experience ( Sales, GTM, Marketing, Finance)
- Excellent collaboration skills to effectively represent the needs of the unit while partnering with region leaders
- Strong financial skills to drive / evaluate impact of various business levers
- Analytical skills able to analyse events / data to optimize performance
- Natural inclination to build capability / Be the Head Coach for the unit team
- End to end understanding of the business
- Defining & leading the growth strategy for the unit
- Proven capability to drive P&L accountability
- Ability to engage multiple stakeholders, including senior leadership
