Sr. Territory Sales Manager - Peshawar

PepsiCo Inc.; Pakistan; On-site; PKR 1,500,000 - 2,300,000; Full time

Job summary

PepsiCo Inc. is seeking a senior sales leader to head the sales team for large-scale distributors in Pakistan. You will deploy company strategies, develop local plans, and train the team to meet short-term objectives and long-term goals.

You will drive category growth, implement action plans, and ensure alignment with regional strategies while monitoring performance and maintaining data integrity across sales channels.

Qualifications

• University graduate with a BA.
• Preferably 2–4 years in similar capacity.
• Strong leadership and problem-solving skills.
• Proficient in MS Office with advanced Excel and PowerPoint.
• Excellent written and verbal communication.

Responsibilities

• Set SMART objectives to deliver AOP and Strat Plan aligned with Regional goals.
• Estimate and analyze category development potential for each category.
• Implement action plans to territory team to execute counter strategies.
• Achieve monthly and quarterly volume targets and brand/pack deliverables.
• Review progress at weekly meetings and take corrective action as needed.
• Ensure accurate financial and sales data flow to ASM/ZSM for strategic decisions.
• Monitor trade discounts month over month and distributor ROI.
• Develop distributor outlets through quality and control measures (FIFO, stock numbers).
• Track depot sales and assist ASM/ZSM in monthly strategic planning.
• Identify untapped channels, new towns, and optimal rack productivity to grow market share.

Skills

Leadership

Communication

Prioritization

Urgency

Teamwork

Multitasking

Analytical thinking

Problem-solving

Education

BA degree

Tools

MS Office

Excel

PowerPoint

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

• University Graduate (BA).
• Preferably 2-4 years in similar capacity.
• Strong leadership skills, People Manager and Problem Solver.
• 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.