Area Sales Manager - Bhubaneswar, Odissa

PepsiCo; Khordha; On-site; INR 350,000 - 500,000; Full time

Job summary

PepsiCo in Odisha seeks an Area Sales Manager to lead distributor networks, coach customer executives, and drive joint business plans. You will work with marketing, revenue, and supply chain teams to improve stock availability and execute GTM strategies across the territory.

The role emphasizes growing market share through disciplined execution, negotiation, and strong people management while ensuring budget adherence and channel partner stability.

Qualifications

• FMCG sales overview knowledge and market dynamics.
• Distribution Business understanding and channel management.
• Computer proficiency including Excel, Word, PPT, and Outlook.
• Proficiency in local language and English for communication.
• ROI understanding for promotions and trade calculations.

Responsibilities

• Strategy and AOP target planning and tracking for CEs.
• Grow market share by expanding net and weighted distributions.
• Drive channel partner development and team capability building.
• Coaching CEs and aligning with Sales HR for core processes.
• Own frontline skills development and development action plans.

Skills

Negotiation

Communication

People management

Time management

Critical thinking

Analytical ability

Problem solving

Tools

Excel

Word

PowerPoint

Outlook

Job description

ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

• Sec Value Achievement Vs. Plan
• Trade Spends within budget
• Execution of Go-to-Market Strategy
• Selling KRA - Range Selling, Order Cancellation Rate, %age outlet billed

Coaching Team

Responsibilities

Strategy and AOP

• AOP target planning & tracking for CEs that are consistent with Unit plan
• Execute necessary plans to consistently grow shares in each category as per plan
• Ensure transparent communication to the field team including partners
• Managing discounts and distributor margins
• Setting up and Retiring DB channels and guide on standard operating procedures

Market Share

• Improve market share by increasing net distribution and weighted distribution
• Activate brands - Pack wise & channel wise activities to improve Market Share
• Ensure asset productivity and drive corporate/regional marketing agenda
• Develop team capabilities to address channel partner stability related issues
• Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
• Possess high competition intelligence in constant monitoring of all competition

Team Building

• Assess performance capability & providing development feedback to team
• Recognize CEs on internal/external platforms
• Partner with Sales HR and drive Core People Processes across the team

Own the frontline functional skill development and Development Action Plan

Qualifications

Knowledge 1. FMCG sales overview2. Distribution Business 3. Computer Proficiency – Excel, Word, PPT, Outlook4. Local Language and English5. ROI Understanding

Skills 1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving