Job Description
Overview
Pep(SHE)Co is PepsiCo's flagship program for empowering careers for Women in Sales. It is a platform for women who believe they have the Passion & Energy to make it big in a traditionally male dominant function - Sales.
This program equips you with fundamentals of Sales function, for PepsiCo's foods business and prepares you to take on Area Sales Manager role across the country.
ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.
ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.
Responsibilities
Main Responsibilities & Tasks
First 3 months – Formal training:
• Detailed Sales Capability building – Online & On Ground
• In-depth immersion into PepsiCo's Foods Business
• On the job training
After 3 months, as you assume your ASM role:
Strategy and AOP
• AOP target planning & tracking for CEs that are consistent with Unit plan
• Execute necessary plans to consistently grow shares in each category as per plan
• Ensure transparent communication to the field team including partners
• Managing discounts and distributor margins
• Setting up and Retiring DB channels and guide on standard operating procedures
Market Share
• Improve market share by increasing net distribution and weighted distribution
• Activate brands - Pack wise & channel wise activities to improve Market Share
• Ensure asset productivity and drive corporate/regional marketing agenda
• Develop team capabilities to address channel partner stability related issue.
• Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
• Possess high competition intelligence in constant monitoring of all competition
Team Building
• Assess performance capability & providing development feedback to team
• Recognize CEs on internal/external platforms
• Partner with Sales HR and drive Core People Processes across the team
• Own the frontline functional skill development and Development Action Plan
Key Metrics
• Sec Value Achievement Vs. Plan
• Trade Spends within budget
• Execution of Go-to-Market Strategy
• Selling KRA
• Range Selling, Order Cancellation Rate, %age outlet billed
• Coaching Team Qualifications
Skills
• Negotiation
• Communication
• People management
• Time Management
• Critical Thinking
• Analytical Ability
• Problem Solving
Key Interfaces
Internal
• Unit Manager
• Sales Manager
• Customer Executives
• Sales Development Manager
• Market Development Manager
• Revenue Manager
• Infra – Cooler Dept.
• Supply Chain Manager
• Unit Finance Manager
• Unit HR Manager
External
• Customers/Retailers
• Distributors
• Salesmen | 3rd Party
• Warehouse Manager
Qualifications
• Any under graduation
• Post Graduation/MBA
Experience
• 1-2 Years in Sales
Pep(SHE)Co is PepsiCo's flagship program for empowering careers for Women in Sales. It is a platform for women who believe they have the Passion & Energy to make it big in a traditionally male dominant function - Sales.
This program equips you with fundamentals of Sales function, for PepsiCo's foods business and prepares you to take on Area Sales Manager role across the country.
ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.
ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.
Responsibilities
Main Responsibilities & Tasks
First 3 months – Formal training:
• Detailed Sales Capability building – Online & On Ground
• In-depth immersion into PepsiCo's Foods Business
• On the job training
After 3 months, as you assume your ASM role:
Strategy and AOP
• AOP target planning & tracking for CEs that are consistent with Unit plan
• Execute necessary plans to consistently grow shares in each category as per plan
• Ensure transparent communication to the field team including partners
• Managing discounts and distributor margins
• Setting up and Retiring DB channels and guide on standard operating procedures
Market Share
• Improve market share by increasing net distribution and weighted distribution
• Activate brands - Pack wise & channel wise activities to improve Market Share
• Ensure asset productivity and drive corporate/regional marketing agenda
• Develop team capabilities to address channel partner stability related issue.
• Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
• Possess high competition intelligence in constant monitoring of all competition
Team Building
• Assess performance capability & providing development feedback to team
• Recognize CEs on internal/external platforms
• Partner with Sales HR and drive Core People Processes across the team
• Own the frontline functional skill development and Development Action Plan
Key Metrics
• Sec Value Achievement Vs. Plan
• Trade Spends within budget
• Execution of Go-to-Market Strategy
• Selling KRA
• Range Selling, Order Cancellation Rate, %age outlet billed
• Coaching Team Qualifications
Skills
• Negotiation
• Communication
• People management
• Time Management
• Critical Thinking
• Analytical Ability
• Problem Solving
Key Interfaces
Internal
• Unit Manager
• Sales Manager
• Customer Executives
• Sales Development Manager
• Market Development Manager
• Revenue Manager
• Infra – Cooler Dept.
• Supply Chain Manager
• Unit Finance Manager
• Unit HR Manager
External
• Customers/Retailers
• Distributors
• Salesmen | 3rd Party
• Warehouse Manager
Qualifications
• Any under graduation
• Post Graduation/MBA
Experience
• 1-2 Years in Sales
💡 Quick Summary
Seeking a career-building opportunity? The Area Sales Manager position is now open for candidates interested in the Counter Sales Jobs sector. This role in Kolkata offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Counter Sales Jobs is a plus.
