Sr. Territory Sales Manager - Arifwala

PepsiCo Inc.; Lahore; On-site; PKR 1,500,000 - 3,500,000; Full time

Job summary

PepsiCo Inc. in Lahore seeks a results-driven sales leader to guide the sales team and large-scale distributors, deploying company strategies and developing plans to meet local business needs.

You will train and motivate the team to deliver AOP targets, monitor performance, analyze category development, and drive share gains across multiple categories through effective GTM execution. This role requires strong leadership, strategic thinking, and hands-on coaching to ensure promotions,

Qualifications

• Strong leadership and people management capabilities.
• Excellent written and verbal communication skills.
• Proven prioritization and time-management abilities.
• Proficient in MS Office with focus on Excel & PowerPoint.

Responsibilities

• Set clear objectives to deliver AOP and Strat Plan aligned with regional goals and cascade to territory team.
• Estimate and analyze category development potential and plan growth in each category within FLP.
• Cascade action plans to territory team to execute counter strategies.
• Achieve monthly and quarterly volume targets and deliver brand & pack targets.
• Review progress in weekly meetings and take corrective action as needed.
• Ensure accurate flow of information to ASM/ZSM for strategic decisions and data integrity.
• Monitor trade discounts month over month and distributor ROI.
• Support depot sales tracking and assist in monthly strategic planning.
• Identify untapped channels, towns, and packaging opportunities to grow market share.
• Develop team capability to address channel partner stability and GTM evolution.
• Analyze promotions for positive financial impact and rationalize brand plans.
• Conduct market intelligence and competitor analysis with ASM.
• Ensure successful execution of new product initiatives and merchandizing priorities across territories.

Skills

Leadership

People management

Problem solving

Written and verbal communication

Prioritization

Urgency

MS Office

Team player

Multi-tasking

Speed

Analysis

Education

BA degree

Tools

Excel

PowerPoint

MS Office

Job description

Overview

To lead the sales team/large scale distributors in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long-term organizational goals.

Responsibilities

• Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team
• Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category.
• Implement & cascade action plan to territory team to execute counter strategies.
• Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables.
• Review progress as objectives at weekly meetings and take corrective action as appropriate.
• Ensure smooth flow of information to ASM/ZSM to aid strategic decision making & ensure all financial & sales data is factually correct.
• Monitor & manage trade discounts with TS month on month.
• Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability.
• Implement quality & control measures at distributor outlets – FIFO, stock numbers etc.
• Responsible for depot sales tracking & to assist ASM/ZSM in strategic planning against data gathered on a monthly basis.
• Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity.
• Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms.
• Analyze & propose promotions with positive financial impact through rationalization of brand plans.
• Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with ASM.
• Ensure smooth execution of all new product initiatives against regional business strategy.
• Ensure execution of all merchandizing, display & operational priorities across territories.
• Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
• Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders.
• Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs.
• Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking.
• Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills.
• Conduct field training to ensure market excellence in all areas.

Qualifications

• Strong leadership skills, People Manager, Problem Solver
• University Graduate (BA).
• Preferably 2-4 years in similar capacity.
• Written and verbal communication skills.
• Prioritization skills.
• Sense of urgency to get results.
• Proficient use of MS Office needed. Frequent work on complex excel & Power Point applications.
• Strong team player.
• Multi- tasking ability.
• Proficient in maintaining speed in work.
• Analysis and control.