Area Sales Manager - Karnataka

PepsiCo Deutschland GmbH; Bengaluru; On-site; INR 700,000 - 1,100,000; Full time

Job summary

PepsiCo Deutschland GmbH in Bengaluru seeks an Area Sales Manager to coach customer executives, plan joint business plans, and drive distributor growth. You will lead Go-to-Market execution, manage discounts, and guide on SOPs while building team capabilities and ensuring stock availability.

The role requires FMCG distribution knowledge, strong negotiation and analytical skills, and the ability to collaborate across marketing, sales, revenue, and supply chain to achieve unit plans and market

Qualifications

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

Responsibilities

• AOP target planning and tracking for CEs in line with unit plan
• Grow market share by increasing net and weighted distribution
• Communicate transparently with field teams and partners
• Manage discounts and distributor margins
• Set up and retire DB channels and guide on SOPs
• Develop team capabilities to address channel stability issues
• Understand promotions' financial impact in the territory and ensure communication and adherence

Skills

Negotiation

Communication

People management

Time Management

Critical Thinking

Analytical Ability

Problem Solving

Education

Undergraduate degree

Postgraduate (Tier 2/3 college)

MBA (preferable)

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

Qualifications

• - Any under graduation
• - Post Graduation (Tier 2/3 College)
• - Preferable MBA