Area Sales Manager - Bhubaneswar, Odissa

PepsiCo Deutschland GmbH; Khordha; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

PepsiCo Deutschland GmbH in India seeks an Area Sales Manager to lead distributors, coach customer executives, and drive joint business plans. You will develop and execute go-to-market strategies, optimize discounts, and ensure stock availability across territories.

The role focuses on market share growth, team development, and performance tracking, with collaboration across marketing, sales development, revenue management, and supply chain.

Qualifications

• FMCG sales overview
• Distribution Business understanding
• Computer proficiency – Excel, Word, PPT, Outlook
• Local language and English proficiency
• ROI understanding

Responsibilities

• Plan and track AOP targets for CEs aligned with the unit plan.
• Execute plans to grow market shares in each category as per the plan.
• Ensure transparent communication to field teams and partners.
• Manage discounts and distributor margins.
• Set up and retire DB channels and guide on SOPs.
• Improve market share by increasing net and weighted distribution.
• Activate brands through pack/ channel-level activities.
• Develop team capabilities to address channel stability and promotions impact.
• Monitor competition intelligence continuously.

Skills

Negotiation

Communication

People management

Time Management

Critical Thinking

Analytical Ability

Problem Solving

Tools

Excel

Word

PowerPoint

Outlook

Job description

Overview

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 overview
• 2. Distribution Business
• 3. Computer Proficiency – Excel, Word, PPT, Outlook
• 4. Local Language and English
• 5. ROI Understanding

Skills

• 1. Negotiation
• 2. Communication
• 3. People management
• 4. Time Management
• 5. Critical Thinking
• 6. Analytical Ability
• 7. Problem Solving