Local Selling Senior Manager

PepsiCo · İzmir

Overview

At PepsiCo, you’ll discover a place where our mission is to create smiles around the world. With a portfolio of more than 500 beloved brands including, Pepsi, Doritos and Lipton Ice Tea, our work touches millions of people every day.

At the heart of the company is a team of thinkers, creators, and problem-solvers who collaborate to innovate and turn ideas into action. Driven by innovation and a focus on creating joyful moments through food and drinks, our decisions are guided by consumer centricity, creating opportunities for our associates to do meaningful work and make a lasting impact in the communities we serve.

Whatever your role, you’ll be part of a global community that values your ideas and empowers you to make an impact, on your career and on the world around you.

We are looking for an Local Selling Senior Manager based in İzmir and who will be responsible for leading the execution of PepsiCo strategic business imperatives within specifically assigned geographical division to achieve channel specific volume, revenue, profit and market share targets sustainably in Traditional Trade channel.

Responsibilities

Defining managed region’s sales and execution strategy in line with the company’s strategic business objectives;
Leading front line sales teams in several territories to be aligned them all with this strategy;
Ensuring high level of executional excellence standards, Picture of Success KPIs and all assigned assortments which reflect PepsiCo growth strategies relative to flow and package mix in the region;
Developing and managing a group of District Managers to exceed their targets and to create a robust talent pipeline along the whole reporting line through delegation, assigning initiatives, priority setting and empowerment.
Ensuring the perfect delivery of volume, gross revenue, net revenue per/kg or case, trade spend and sales & development (S&D) spend budget, market share, numerical distribution & DSO targets within specifically assigned geographical division;
Accurately forecasting regional sales, growth and budget plans.
Regional Targeting and Flawless Performance Tracking :
- Regional breakdown of monthly given volume and mix targeting,
- Following up the complete breakdown process of targets, system submission and compatibility with total targeting for the region
- Setting regional KPIs , first focus, executional KPI targets in line with the channel specific targets and strategies,
- Ensuring the delivery of the targets through flawless tracking and inspirational leadership skills;
Making regular analysis/tracking and taking required actions to develop Go-to-Market (GTM) effectiveness and/or to maintain GTM sustainability in the region through:
- Route/time & motion optimization analysis and actions,
- Ensuring that distributor management is held in terms of predefined criteria; ensuring sustainable Distributors’ operational profit, stock levels and financial structure,
- Defining strong and sustainable Distributor network plans and alternative GTM models,
- Changing, recruiting and following Distributors where/when necessary,
- Fostering to collaborate with Sales Strategy and GTM functions, supporting and/or leading related task forces;

Thoroughly tracking and controlling the regional trade spend (D&A) and related S&D budgets to secure alignment with the annual total channel specific budgets as well as ensuring effective use of them for maximized ROI.
Regular field visits for defining operational and executional risks and opportunities as well as inspiration and on the job mentorship of the field force.
Expanding region’s consumer base with regard to active customer numbers and volume.
Identifying potential growth opportunities and threats in the region from collecting relevant market & competition information from the field teams;
Leading Sales Analysists, holding responsibility on field reporting and tracking, as a Matrix Manager and ensuring that related reports and data were generated (sales, stock, field applications, penetration, customer related data, T/O) on time and in an accurate manner;
Coordinating and fostering the collaboration between field teams in assigned region and other functions like Sales Strategy, Trade Marketing, Marketing, HR, Sales Finance, SC & Logistics;
Owning the H&S agenda in managed region and taking all the necessary actions / precautions to ensure the wellbeing of the field force and business continuity.
Leading to boost PepsiCo Way, ethics and culture, OHS results in the region by defining necessary plans and driving the agenda.

Qualifications

Bachelor’s degree from university
Minimum 10 years of sales experience
Strong business acumen and proven track record in sales
Proven experience in team management and leadership
Strong execution excellence and results orientation
Ability to consistently deliver high-quality business results
Strong analytical and problem-solving skills
Sound financial awareness and commercial understanding
Strong planning and forecasting capabilities
Excellent coordination and collaboration skills
Strong influencing and negotiation skills
Proven experience in key customer ownership and/or distributor management
Proficiency in MS Office, including Excel, Word, and PowerPoint, with strong digital agility
Fluency in English and Turkish
Valid driver’s license
Ability to travel within the defined region, with no travel restrictions

Defining managed region’s sales and execution strategy in line with the company’s strategic business objectives;
Leading front line sales teams in several territories to be aligned them all with this strategy;
Ensuring high level of executional excellence standards, Picture of Success KPIs and all assigned assortments which reflect PepsiCo growth strategies relative to flow and package mix in the region;
Developing and managing a group of District Managers to exceed their targets and to create a robust talent pipeline along the whole reporting line through delegation, assigning initiatives, priority setting and empowerment.
Ensuring the perfect delivery of volume, gross revenue, net revenue per/kg or case, trade spend and sales & development (S&D) spend budget, market share, numerical distribution & DSO targets within specifically assigned geographical division;
Accurately forecasting regional sales, growth and budget plans.
Regional Targeting and Flawless Performance Tracking :
- Regional breakdown of monthly given volume and mix targeting,
- Following up the complete breakdown process of targets, system submission and compatibility with total targeting for the region
- Setting regional KPIs , first focus, executional KPI targets in line with the channel specific targets and strategies,
- Ensuring the delivery of the targets through flawless tracking and inspirational leadership skills;
Making regular analysis/tracking and taking required actions to develop Go-to-Market (GTM) effectiveness and/or to maintain GTM sustainability in the region through:
- Route/time & motion optimization analysis and actions,
- Ensuring that distributor management is held in terms of predefined criteria; ensuring sustainable Distributors’ operational profit, stock levels and financial structure,
- Defining strong and sustainable Distributor network plans and alternative GTM models,
- Changing, recruiting and following Distributors where/when necessary,
- Fostering to collaborate with Sales Strategy and GTM functions, supporting and/or leading related task forces;

Thoroughly tracking and controlling the regional trade spend (D&A) and related S&D budgets to secure alignment with the annual total channel specific budgets as well as ensuring effective use of them for maximized ROI.
Regular field visits for defining operational and executional risks and opportunities as well as inspiration and on the job mentorship of the field force.
Expanding region’s consumer base with regard to active customer numbers and volume.
Identifying potential growth opportunities and threats in the region from collecting relevant market & competition information from the field teams;
Leading Sales Analysists, holding responsibility on field reporting and tracking, as a Matrix Manager and ensuring that related reports and data were generated (sales, stock, field applications, penetration, customer related data, T/O) on time and in an accurate manner;
Coordinating and fostering the collaboration between field teams in assigned region and other functions like Sales Strategy, Trade Marketing, Marketing, HR, Sales Finance, SC & Logistics;
Owning the H&S agenda in managed region and taking all the necessary actions / precautions to ensure the wellbeing of the field force and business continuity.
Leading to boost PepsiCo Way, ethics and culture, OHS results in the region by defining necessary plans and driving the agenda.

Bachelor’s degree from university
Minimum 10 years of sales experience
Strong business acumen and proven track record in sales
Proven experience in team management and leadership
Strong execution excellence and results orientation
Ability to consistently deliver high-quality business results
Strong analytical and problem-solving skills
Sound financial awareness and commercial understanding
Strong planning and forecasting capabilities
Excellent coordination and collaboration skills
Strong influencing and negotiation skills
Proven experience in key customer ownership and/or distributor management
Proficiency in MS Office, including Excel, Word, and PowerPoint, with strong digital agility
Fluency in English and Turkish
Valid driver’s license
Ability to travel within the defined region, with no travel restrictions

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