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Area Sales Manager

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PepsiCo

3d ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Chandigarh

AI generated summary

  • You need FMCG sales experience, strong communication and negotiation skills, proficiency in Excel/Word/PPT/Outlook, analytical and problem-solving abilities, and a preferred MBA with 6 years in sales.
  • You will plan and track targets, activate brands, manage distributor relations, enhance market share, communicate with teams, assess performance, and drive skill development within your team.

Requirements

  • * FMCG sales overview
  • * Distribution Business
  • * Computer Proficiency - Excel, Word, PPT, Outlook
  • * Local Language and English
  • * ROI Understanding
  • * Negotiation
  • * Communication
  • * People management
  • * Time Management
  • * Critical Thinking
  • * Analytical Ability
  • * Problem Solving
  • * Any under graduation
  • * Post Graduation (Tier 2/3 College)
  • * Preferable MBA
  • * 6 Years
  • * FMCG Sales
  • * (Similar GTM)

Responsibilities

  • 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
  • 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 issues
  • 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
  • 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

FAQs

What is the main purpose of the Area Sales Manager role?

The main purpose of the Area Sales Manager (ASM) role is to manage distributors, coach customer executives, resolve market challenges, grow the business, and ensure smooth operations within the territory while operating within the entitlement discount budget.

What kind of teams will the ASM be responsible for managing?

The ASM will manage a team of customer executives (CEs) on the company payroll.

What are some key responsibilities of the ASM regarding market share?

The ASM is responsible for improving market share by increasing net distribution and weighted distribution, activating brands through targeted activities, and developing team capabilities to address channel partner stability issues.

What qualifications are required for the Area Sales Manager position?

The qualifications required include an undergraduate degree, a postgraduate degree (preferably an MBA from a Tier 2/3 college), and at least 6 years of experience in FMCG sales.

What competencies should a candidate have for this role?

Candidates should possess knowledge in FMCG sales, distribution business, computer proficiency in tools such as Excel, Word, and PowerPoint, as well as ROI understanding.

What skills are essential for a successful Area Sales Manager?

Essential skills include negotiation, communication, people management, time management, critical thinking, analytical ability, and problem-solving.

How will the ASM contribute to team building?

The ASM will assess performance capability, provide development feedback, recognize customer executives on internal and external platforms, partner with Sales HR to drive core people processes, and own frontline functional skill development.

Is experience in FMCG sales required for this position?

Yes, a minimum of 6 years of experience in FMCG sales is required for the Area Sales Manager position.

What types of communication skills are necessary for this job?

Strong communication skills are necessary to ensure transparent communication to the field team and partners regarding plans, promotions, and operational procedures.

What tools should the Area Sales Manager be proficient in?

The Area Sales Manager should be proficient in Excel, Word, PowerPoint, and Outlook to effectively perform their duties.

What makes you unique, makes us better.

Retail & Consumer Goods
Industry
10,001+
Employees
1965
Founded Year

Mission & Purpose

PepsiCo is a playground for curious people. We invite thinkers, doers, and changemakers to champion innovation, take calculated risks, and challenge the status quo. From executives to team members on the front lines, we’re excited about the future. We take chances. Together, we dare to make the world a better place. Our associates are the magic ingredient. Each of them plays an integral role in helping create deep connections between people and our products. Think about your last group celebration: Chances are, one of our iconic brands was by your side. At PepsiCo, you’re invited to be a part of a global team of innovators who make, move, and sell these products—which are enjoyed by more than 1 billion people a day. A career at PepsiCo means working in a culture where everyone’s welcome. Here, you can dare to be yourself. No matter who you are or where you’re from, you can influence the people around you and the world at large. By showing up, you’ll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.

Benefits

  • Well-being

    We offer programs for you and your family to help you reach your personal physical, emotional and financial well-being goals.

  • Retirement Benefits

    Our savings and retirement benefits are designed to help you reach your future retirement goals.

  • Health and Insurance Benefits

    We’re committed to helping you and your family live a healthy lifestyle. Our medical options provide access to quality, affordable health care.