OverviewManaging the GTM Strategy and execution for PepsiCo Foods business.The incumbent in the role is expected to drive expansion. In addition, the PACE functionalities and adoption are also expected to undergo a massive transformation.
ResponsibilitiesDistribution Management Design & Strategy
- Pan India responsibility of managing distributor margins/ROI and costs
- Interconnect / Partner with Sector CoE to Design, Pilot, Roll-Out advantage GTM Models & systems, to support cost effective horizontal expansion and portfolio growth
- Lead business on Design, Pilot, Roll-Out advantage GTM Models & systems, to support horizontal expansion and portfolio growth
- Communicate design to senior leadership and gain alignment and commitment to champion the new design and provide the resources necessary to support it
- Partner with Sales Capability team to drive Distributor Governance
- Run regular Diagnostic analysis and highlight optimization opportunities to maximize GTM Effectiveness and efficiencies of current GTM models across Foods business
- 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
- Communicate design to senior leadership and gain alignment and commitment to champion the new design and provide the resources necessary to support it
Sales KPI Planning & Improvement - Manage Sales KPI execution across the foods business
- Plan improvement in Sales KPIs in route working
- Support in Capability build Planning and Execution for the frontline
- Build Selling Story for OutletsSales Route Lifecycle Management across Foods business
- Partner with Sector COE and ICC to drive Sales Routes/Beat planning strategies across Foods business
- Manage Automation projects around PSR Incentive management
- Cost to Serve Line : Management of Route spends across channels
- Definition & Alignment on End State Metrics & CostSales Automation
- Liaison with Sector COE to drive PACE Adoption End -to-End
- Power ahead execution and distribution with the cutting-edge PEP Sales Automation Backbone
Qualifications- Managing multiple senior stakeholders across functions
- Strategic skills - Able to combine data, competitive landscape, and Insights into strong business opportunities/case for change and selling it within the organization and Distributors Partners
- Prior Sales experience in FMCG industry preferred. 8 to 10 years of experience
- MBA from Premier B -School, Preferred
