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Job Description

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.

Key Accountabilities

  • 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/RSM 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/RSM 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 merchandising, 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

Skills & Competencies

  • Strong leadership skills
  • 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
  • Analytical & problem-solving skills

Job Details

Job Channel:
Total Positions:
1 Post
Job Shift:
First Shift (Day)
Job Type:
Job Location:
Minimum Education:
Career Level:
Experienced Professional
1 Year - 2 Years
Apply Before:
Feb 13, 2020
Posting Date:
Jan 14, 2020
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PepsiCo Pakistan

Fast Moving Consumer Goods (FMCG) · 301-600 employees - Lahore

PepsiCo products are enjoyed by consumers one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $66 billion in net revenue in 2014, driven by a complementary food and beverage portfolio that includes Frito-Lay, Gatorade, Pepsi-Cola, Quaker a ...Read More

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