Zonal Sales Manager

• Objective: To drive value/revenue/profitability objectives as per AOP of PepsiCo India Foods through execution as per set standards, while building capability for future success.
• Achieve market unit objectives in terms of value, market share, profitability, and growth by developing and implementing the Unit Annual Operating Plan (AOP) through targeted market strategies, expansion efforts, and brand/category activation within specific channels. Additionally, focus on enhancing the unit team's capabilities and fostering engagement.
• Reportees: Direct - 4 Area Sales Managers (Skip Level Manager of Customer Executives/Sales Officers), Indirect- 35 CEs

• Delivering value/revenue targets as per AOP & Deliver Trade Spend productivity through Discount management, Distributor ROI, Cost/Expense control Measures
• Build capability and enhance engagement with distributors to ensure a win-win relationship for both PepsiCo and distributor, ensuring distributor retention. As the responsible executive for the Scale Distributors Partners (SDP) Perfect Store Program within the unit, establish mutually beneficial strategic relationships with distributor management/owners and actively contribute to their capability development. Take the lead in driving the Joint Business Planning Process with key distributors.
• Hold the executive ownership of extensive Regional Modern Trade/Key Accounts wiring within the marketplace.
• Ecomm/ future growth/ consumer buying
• Driving team to ensure market execution as per plans, to increase outlet base and enhance asset charging.
• Build capability in frontline team, through coaching and training using work withs, one on one
• Monitor progress against the monthly plan during weekly commitment meetings and monthly review meeting
• Achieve growth and hit sales targets by successfully managing the sales team
• Design and implement a strategic business plan that expands company's customer base and ensure it's strong presence
• Own recruiting, objectives setting, coaching and performance monitoring of sales representatives
• Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
• Present sales, revenue and expenses reports and realistic forecasts to the management team
• Identify emerging markets and market shifts while being fully aware of new products and competition status

Skills

• Demonstrates exceptional leadership abilities, with experience in managing large teams
• Possesses extensive expertise in Sales Operations and effective Market Execution
• Exhibits a relentless drive for achieving results and maintaining a winning mentality.
• Displays an executive presence that effectively represents PepsiCo in relevant external forums at a Multi State level.
• Boasts solid commercial experience encompassing Sales, Go-To-Market (GTM), Marketing, and Finance
• Exhibits excellent collaboration skills, effectively advocating for the unit's needs while partnering with regional leaders.
• Possesses strong financial skills to drive and evaluate the impact of various business strategies.
• Exhibits strong interpersonal skills to establish strategic connections with Distributors and Customers.
• Embraces a Customer Centric mindset and approach in conducting business.
• Showcases analytical skills, capable of analyzing events and data to optimize performance.
• Demonstrates a natural inclination to build team capability, serving as the Head Coach for the unit team.

Qualification

1. Premier Bschool passout
2. Atleast 7 years of experience
3. Experience working in FMCG in GT Sales