Divisional Sales Manager Away From Home (HoReCa)

PepsiCo · Warsaw · PLN 213,700 (stated in the posting)

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Leads (setting the agenda, taking others with you and doing it in the right way) the Team and translates strategies into divisional plans through flawless and excellent sales execution while delivering sales revenue with the right mix. Coaches and develops Regional Sales Managers Away From Home (HoReCa), their subordinates and their teams in order to build the bench for more senior positions. 

1. Sales plans

Accountable for delivering sales plans: Net Rev with the right mix in all sales channels in defined area by:

• Defining and distributing sales plans into regions
• Monitoring and ensuring the execution of KPIs (including distribution, new openings, promo budget, CDA etc.)
• Creating remediation plans if needed

1. Customer relationships

Represents company in relation with key customers, captures opportunities and solves issues.

1. Corporate governance

Guarantees compliance with corporate processes as per internal controls (account receivables, cash collection, stales etc.). On behalf of Away From Home (HoReCa) team delivers business insights for creating new company procedures or refreshing existing ones, with cooperation of supporting departments. Controls and manages assigned budgets and ensures appropriate usage of company assets in his/her division.

1. Strategy

Participates in developing channel and division strategies by providing input for building short and long term plans. Delivers GTM business and people insights regarding his/her division in order to build even more effective GTM model and ensures flawless execution of GTM solutions in his/her division. Captures market growing shares opportunities in his/her division and creates brand market shares development action plan.

1. Team

• Contributes to an enjoyable and rewarding work environment by sharing with his/her team broader company picture
• Manages team, set targets, monitors and evaluates results, defines developmental programs and opportunities in order to build effective, motivated team able to meet future challenges and business targets
• Sets performance goals and clearly communicates expectations and accountabilities
• Maintains regular presence on the Market
• Effectively manages job performance in division by recognizing best performers and effectively manages poor performers
• Drives capability building process in the division (trainings and other development activities)
• Builds bench for his/her position and supports Regional Sales Managers Away From Home (HoReCa) in building bench for their positions

• Education: university graduate
• English & Polish business level fluency required
• Special skills/knowledge: good business understanding in the macro scale, good understanding of products and distribution channels, knowledge regarding market, competitors and positioning against competition, good financial knowledge (P&L, profitability, budgeting etc.)
• Competences: leadership and management skills, developing others with the emphasis on development of Sales Line Managers, creating positive and friendly work environment, good communication skills, good interpersonal and relations building skills, coordinating and problem solving abilities, result oriented and initiative taker, analytical thinking (translates data and information into meaningful insights), good planning and prioritising short & long term, very often balancing competing priorities without losing the momentum, negotiating skills nice to have
• Total experience: min 8 years, including Away From Home (HoReCa) channel
• Managerial experience: min 4 years

Compensation and Benefits

• The expected starting compensation range for this position is 213,700 PLN annually (gross).
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
• This role is eligible for a sales incentive bonus, based on performance and eligiblity.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.

1. Sales plans

Accountable for delivering sales plans: Net Rev with the right mix in all sales channels in defined area by:

• Defining and distributing sales plans into regions
• Monitoring and ensuring the execution of KPIs (including distribution, new openings, promo budget, CDA etc.)
• Creating remediation plans if needed

1. Customer relationships

Represents company in relation with key customers, captures opportunities and solves issues.

1. Corporate governance

Guarantees compliance with corporate processes as per internal controls (account receivables, cash collection, stales etc.). On behalf of Away From Home (HoReCa) team delivers business insights for creating new company procedures or refreshing existing ones, with cooperation of supporting departments. Controls and manages assigned budgets and ensures appropriate usage of company assets in his/her division.

1. Strategy

Participates in developing channel and division strategies by providing input for building short and long term plans. Delivers GTM business and people insights regarding his/her division in order to build even more effective GTM model and ensures flawless execution of GTM solutions in his/her division. Captures market growing shares opportunities in his/her division and creates brand market shares development action plan.

1. Team

• Contributes to an enjoyable and rewarding work environment by sharing with his/her team broader company picture
• Manages team, set targets, monitors and evaluates results, defines developmental programs and opportunities in order to build effective, motivated team able to meet future challenges and business targets
• Sets performance goals and clearly communicates expectations and accountabilities
• Maintains regular presence on the Market
• Effectively manages job performance in division by recognizing best performers and effectively manages poor performers
• Drives capability building process in the division (trainings and other development activities)
• Builds bench for his/her position and supports Regional Sales Managers Away From Home (HoReCa) in building bench for their positions

• Education: university graduate
• English & Polish business level fluency required
• Special skills/knowledge: good business understanding in the macro scale, good understanding of products and distribution channels, knowledge regarding market, competitors and positioning against competition, good financial knowledge (P&L, profitability, budgeting etc.)
• Competences: leadership and management skills, developing others with the emphasis on development of Sales Line Managers, creating positive and friendly work environment, good communication skills, good interpersonal and relations building skills, coordinating and problem solving abilities, result oriented and initiative taker, analytical thinking (translates data and information into meaningful insights), good planning and prioritising short & long term, very often balancing competing priorities without losing the momentum, negotiating skills nice to have
• Total experience: min 8 years, including Away From Home (HoReCa) channel
• Managerial experience: min 4 years

Compensation and Benefits

• The expected starting compensation range for this position is 213,700 PLN annually (gross).
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
• This role is eligible for a sales incentive bonus, based on performance and eligiblity.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.

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