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TDM TN - Premium

PepsiCo Inc.

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Job Details

JobId: 138289BR
Job Title: TDM TN - Premium
Location: Chennai, Tamil Nadu
Category: Sales


Auto req ID: 138289BR
External Posting Title: TDM TN - Premium
Job Description

Area Sales Manager TT

Main Purpose

To develop profitable business and grow existing base by selecting, coaching, training the team

Role: Execute plans in his area/ region to
- deliver annual volume within budgeted costs.
- achieve distribution/ in store execution objective.
- to drive Urban & Rural Agenda
- organization capability building


Strategy and AOP:

  • Set clear and deliver objectives that are consistent with Region and SM Territory goals with each member of the territory team
  • Estimate the category development potential for each category in which PepsiCo operates and build necessary plans to consistently grow shares in each category.
  • Recognize market forces and trends very quickly and bring in the necessary level of dynamism to execute the AOP.
  • Achieve volume targets (Month wise/Qtr wise breakup), focus brand & pack targets
  • Review progress versus objectives at weekly meetings and take corrective action as appropriate
  • NPD Launch - Aligning team on sell in plans, Coordination with MDM and brand teams to execute launch plans and implementing execution parameters. Reviews/ update on launch

Productivity and Financials:
  • Ensure the smooth flow of information that is to be used for strategic business decisions by Sales Manager/RSM ensuring that the financial/Sales data/information provided is factually correct.
  • Discounts, Distributor ROI , Cost/Expense Control Measures, FIFO, Distributor/Depot Sales tracking & strategic use of such data, Hub & Spoke Implementation , Tracking of Distributor ROI (Viability) on a regular basis
  • Develop operating procedures, Optimise Staffing requirements, Manage productivity and motivation for Sales Officers and PSRs
  • Support successful execution of Grow Core and Add More
  • Handle assigned CFA and be a business driver
Market Share:
  • Accountable for improving the market share in the territory. Brand- Pack – wise, specific channel focus, Activity around focus brand & pack to improve Market Share, Rack productivity. Drive corporate / regional marketing agenda with local promotions
  • Develop team capabilities to address channel partner stability related issues by evolving alternate GTM mechanisms
  • Understand in detail the financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
  • Posses high competition intelligence engage in constant monitoring of all competitive activities
Process Improvement:
  • Improve existing organizational sales processes through detailed analysis of data
  • Lead problem solving
  • Maintain a physical presence in the territory to ensure understanding of customer’s needs
Team Building :
  • Assess performer capability providing development feedback to frontline
  • Provide recognition and feedback to frontline (SSE/SE/ST/TDO)
  • Partner with Sales HR and drive People Core People Processes across the team
  • Own the frontline functional skill development and Development Action Plan

Job Dimensions
  • Robust generalist for a territory
  • Number of people: approx 6-8 people reporting in
  • Value sales: As per plan
  • More than 10000 outlet base with more than 60 routes
  • Cost – Manage Stales and Discount
  • Key Business Driver for the Region
  • Computer Skills – MS Office (ppt, word and excel) is required.

Main interactions within & outside organization / External & Internal Environmental Factors
  • Internally – Sales Managers, RSM, SE’s , Supply chain team, RCM, MDM, Training Executives
  • Externally – Distributors, CFA’s,



Relocation Eligible: Eligible for Standard Relocation
Job Category: Sales
Job Type: Regular
Apply on the Company Site

Performance with Purpose

Out performing ourselves is a rush. That's why we perform with purpose. Together, we blaze new trails, succeed, celebrate and then do something even bigger. We never settle for second best. At PepsiCo we're not just committed to performing well as individuals, but as a team, to strengthen the company as a whole.

Around the world, we're working hard to give people the tastes they crave and the nutrition they need. We dream globally and act locally, constantly innovating to sustain our planet, our people, our communities and our business practices. New markets mean new ways of doing business, and new ways of addressing health concerns, cultural differences and environmental challenges. Every day is an adventure, and an opportunity for personal and professional growth.

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