Manager - Trade Promotion Management

PepsiCo; Hyderabad; On-site; INR 1,500,000 - 2,600,000; Full time

Job summary

PepsiCo in Hyderabad is seeking an experienced Analyst to drive pricing, trade spend, and MC targets across the customer team, linking with key contacts to ensure strong execution of tactical programs.

The role emphasizes TPM planning, trade payments, post-event analysis, and in-store merchandising alignment, with opportunities to lead Pricing Coordinators and improve service delivery across markets.

Qualifications

• 10-12 years of experience in Sales/Sales Trade Management.
• 5+ years development experience related to Data Analytics and Reporting including the usage of relevant tools and software packages.
• Knowledge of MS Office programs and data analysis strengths.

Responsibilities

• Build and maintain TPM planning models and communicate changes to internal finance staff.
• Manage trade payment actions and track sales performance against thresholds.
• Develop in-store merchandising direction and reflect promotions/new items in customer contracts.
• Lead and manage Pricing Coordinators, setting targets and ensuring timely execution.
• Provide dashboards and management reports for performance analysis.

Skills

Sales Trade Management

Data Analytics

MS Office

Education

Bachelor’s degree in commerce/business/marketing

Tools

Cloud-based analytics platforms

CRM databases

Job description

Overview

Building effective relationships with the customer team is critical to success and therefore requires the Analyst to link with key contacts within the customer team to ensure strong customer based execution of tactical programs; mainly focus on:

• Assisting in delivery of planned net revenue, trade spend and MC objectives, in a manner that is consistent with the strategic direction for the business
• Building and maintaining TPM planning models and communicating changes to internal finance staff to ensure alignment
• Ensuring that aligned events that require on/off-ticket pricing changes adjustments are entered into all applicable systems in a timely manner (TPM)
• Manage expectations through verbal and written interactions with customer teams
• Lead and manage the Pricing Coordinator associates within his/her charge by developing a business plan that covers sales, revenue and organization costs. Ensure effective and comprehensive support of the sales employees across multiple teams and markets
• Enable his/her associate’s capabilities and enforce consistency in execution of key capability areas; trade payment actions, internal and external executional direction and post-event analysis.
• Pricing Coordinators main activities;
  • trade payment actions; track sales performance against pre-set thresholds, conduct trade management transactions with customers
  • internal/external executional direction; develop in-store merchandising direction and communicate to our sales team and populate customer contracts to reflect promotions/new items
  • conduct post-event analysis; analyze data to identify which promotional events met the success thresholds, populate weekly recap that showcases top business unit forecast vs. actual ticket sales, pull out key insights and share with sales teams to aid in improved performance
• Actively conduct on-going review of operational services to drive agility and effectiveness
• Ensure delivery of accurate and timely data in accordance with agreed service level agreement
• Ensure the Pricing Coordinator team stays connected with business by integrating front and back end services
• Monitor and report performance to key stakeholders
• Focus teams against the speed of execution and quality of service delivery rather than achievement of SLAs
• Recognize opportunities and take action to improve delivery of work
• Implement continued improvements and simplifications of processes, standardization of reporting and optimal use of technology
• Scale-up operation in-line with business growth, both within existing scope, as well as new areas of opportunity
• Process Excellence Champion within Function - Ability to guide and lead end to end process assessments to identify standardization and Automation opportunities and track implementation and value realization
• Manage complex project delivery, from conception and design through implementation, measurement, hypercare, ongoing maintenance
• Collaborate across Ecosystem and functional stakeholders to create process improvement frameworks and tools that help business/GBS to measure and improve compliance to various sales and financial processes

People Responsibilities

Building effective relationships with the customer team is critical to success and therefore requires the Pricing Coordinator Supervisor to link with key contacts within the customer team to ensure strong customer based execution of tactical programs; mainly:

• Assisting in delivery of planned net revenue, trade spend and MC objectives, in a manner that is consistent with the strategic direction for the business
• Building and maintaining TPM planning models and communicating changes to internal finance staff to ensure alignment
• Ensuring that aligned events that require on/off-ticket pricing changes adjustments are entered into all applicable systems in a timely manner (TPM)
• Manage expectations through verbal and written interactions with customer teams

• Manage and motivate a team of associates
• Facilitate training across his/her team, as well as other support functions and groups
• Set individual sales targets with the sector team, and track goals
• Monitor SLAs and ensure month-end close timelines are met; develop and analyze key business drivers to provide insights to the functional head
• Accurate and timely generation of management reporting and dashboards for performance analysis
• Organize weekly/monthly/quarterly reviews for his/her associates to ensure continuous improvement in efficiency, effectiveness and overall integration of the work with markets
• Actively conduct on-going review of operational services to drive agility and effectiveness
• Drive comprehensive change management (identifying the need for change and the role each individual play)
• Assist Key Account Management Leader in developing on-going training and capability plans for associates in his/her charge
• Represent his/her teams’ markets in meetings with internal and external customers, steering groups and other client functions
• Responsible for the overall monitoring of sales back-office function; provide leadership from strategy to execution
• Ensure career growth opportunities for associates and engage in people planning and resource allocation activities

Responsibilities

Building effective relationships with the customer team is critical to success and therefore requires the Pricing Coordinator Supervisor to link with key contacts within the customer team to ensure strong customer based execution of tactical programs; mainly:

• Assisting in delivery of planned net revenue, trade spend and MC objectives, in a manner that is consistent with the strategic direction for the business
• Building and maintaining TPM planning models and communicating changes to internal finance staff to ensure alignment
• Ensuring that aligned events that require on/off-ticket pricing changes adjustments are entered into all applicable systems in a timely manner (TPM)
• Manage expectations through verbal and written interactions with customer teams

• Manage and motivate a team of associates
• Facilitate training across his/her team, as well as other support functions and groups
• Set individual sales targets with the sector team, and track goals
• Monitor SLAs and ensure month-end close timelines are met; develop and analyze key business drivers to provide insights to the functional head
• Accurate and timely generation of management reporting and dashboards for performance analysis
• Organize weekly/monthly/quarterly reviews for his/her associates to ensure continuous improvement in efficiency, effectiveness and overall integration of the work with markets
• Actively conduct on-going review of operational services to drive agility and effectiveness
• Drive comprehensive change management (identifying the need for change and the role each individual play)
• Assist Key Account Management Leader in developing on-going training and capability plans for associates in his/her charge
• Represent his/her teams’ markets in meetings with internal and external customers, steering groups and other client functions
• Responsible for the overall monitoring of sales back-office function; provide leadership from strategy to execution
• Ensure career growth opportunities for associates and engage in people planning and resource allocation activities

Qualifications

• 10-12 years of experience in Sales/Sales Trade Management
• Bachelor’s degree in commerce/business administration/marketing. Masters’ degree is a plus

• 5+ years development experience related to Data Analytics and Reporting including the usage of relevant tools and software packages. Knowledge on cloud-based data analytics platforms
• Demonstrate sound financial acumen, a lateral thinker and data analysis strength with strong attention to detail
• DB / Customer management capabilities
• Previous experience as a people leader
• Ability to provide superior customer service
• Propensity to learn PepsiCo software systems
• Strong knowledge of MS Office programs
• Best-in-class time management skills, ability to multitask, set priorities and plan

Strong use of influencing skills to gain alignment