Area Sales Manager - Guwahati, Assam

PepsiCo Inc.; Kamrup Metropolitan; On-site; INR 1,200,000 - 2,500,000; Full time

Job summary

PepsiCo Foods is seeking an Area Sales Manager in India to drive profitable growth across an assigned geography. You will lead the sales execution, strengthen distribution, and build frontline capability while nurturing distributor and retailer partnerships.

The role requires strong sales leadership, market execution, analytical thinking, people management, and commercial acumen to translate regional priorities into actionable market plans and ensure consistent territory execution.

Qualifications

• Bachelor's degree in any discipline is required.
• MBA/Postgraduate in Sales, Marketing, Business Management or related field preferred.

Responsibilities

• Own the sales and distribution agenda for the territory, achieving volume, revenue, market share and profitability targets.
• Lead and coach the frontline sales team to boost productivity and execution quality.
• Drive numeric and weighted distribution, assortment, visibility and availability across traditional and modern trade.
• Develop territory plans for volume growth, revenue management and new product launches.

Skills

Sales leadership

Market execution

People management

Analytical thinking

Commercial acumen

Education

Bachelor's degree

MBA or PG in Sales/Marketing/Business Management

Job description

Overview

As an Area Sales Manager (ASM) at PepsiCo Foods, you will be responsible for driving profitable business growth across an assigned geography by leading sales execution, strengthening distribution, developing frontline capability, and building strong relationships with distributors and key retail partners.

The role requires a strong combination of sales leadership, market execution, analytical thinking, people management, and commercial acumen. The ASM will translate regional business priorities into actionable market plans and ensure consistent execution across the territory.

Responsibilities

• Own the sales and distribution agenda for the assigned territory, delivering volume, revenue, market share, and profitability objectives.
• Lead and coach the frontline sales team, including PSRs and other sales resources, to improve productivity, execution quality, and capability.
• Drive numeric distribution, weighted distribution, assortment, visibility, and availability across traditional trade and relevant modern/key accounts.
• Develop and execute territory-level plans for volume growth, revenue management, portfolio expansion, new product launches, and market development.
• Manage distributor performance, including stock availability, inventory norms, service levels, working capital, productivity, and commercial hygiene.
• Identify market opportunities through sales data, outlet universe analysis, competitor activity, and market intelligence, and convert insights into actionable plans.
• Ensure effective implementation of PepsiCo Foods' Go-To-Market strategy, channel initiatives, sales processes, and execution standards.
• Drive excellence in market working through structured market visits, beat planning, outlet productivity, coaching, and performance reviews.
• Build strong relationships with distributors, retailers, key customers, and other market stakeholders.
• Monitor business KPIs and proactively identify gaps, risks, and corrective actions to deliver targets.
• Collaborate with cross-functional teams including Marketing, Revenue Management, Supply Chain, Finance, and HR to resolve business challenges and accelerate growth.
• Ensure adherence to PepsiCo's policies, processes, compliance standards, and safety requirements.
• Develop a high-performance culture through regular feedback, capability building, recognition, and performance management.

Qualifications

Education

• Bachelor's degree in any discipline from a recognized institution.
• MBA/Postgraduate from Tier 1, 2 B school qualification in Sales, Marketing, Business Management, or a related field is preferred.

Experience

• Relevant experience in Sales, Distribution, Trade Marketing, or General Trade/FMCG.
• Experience in FMCG, Consumer Goods, Retail, or a comparable high-volume sales environment preferred.
• Prior experience managing frontline sales teams and distributor networks will be an advantage.