Sr. Territory Sales Manager - Arifwala

PepsiCo Inc.; Punjab; On-site; PKR 800,000 - 1,400,000; Full time

Job summary

PepsiCo Inc. is seeking a results-driven leader to head the sales team and manage large-scale distributors across Punjab, Pakistan. The role focuses on deploying company strategies, developing local business plans, and driving short and long term growth goals.

The ideal candidate will set SMART objectives, cascade plans to territory teams, and ensure achievement of monthly and quarterly targets. Strong MS Office skills and analytical abilities are essential.

Qualifications

• Strong leadership skills.
• Written and verbal communication skills.
• Prioritization skills.
• Sense of urgency to get results.
• Proficient use of MS Office.
• Frequent work on complex Excel & Power Point applications.
• Team player and multitasking abilities.
• Analytical thinking and control.

Responsibilities

• Lead the sales team and large scale distributors to deploy company strategies and develop plans addressing local business needs.
• Set SMART objectives to ensure delivery of annual operating plan and regional goals and cascade locally to the territory team.
• Analyze category development potential and create plans to grow market share across categories.
• Cascade action plans to territory teams to execute counter strategies.
• Aim to achieve monthly and quarterly volume targets and deliver brand and pack objectives.
• Review progress in weekly meetings and take corrective action as needed.
• Ensure accurate flow of financial and sales data to ASM/ZSM for strategic decisions.
• Monitor trade discounts month over month and distributor ROI, suggesting profitability improvements.
• Implement quality controls at distributor outlets (FIFO, stock numbers).
• Support depot sales tracking and assist ASMs/ZSMs in strategic planning with monthly data.
• Identify untapped channels and new towns to grow market share and optimize rack productivity.
• Develop team capabilities to address channel partner stability and explore alternate GTM mechanisms.
• Propose promotions with positive financial impact through rationalizing brand plans.
• Conduct market intelligence and competitor analysis and respond with strategy.

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.