Regional Sales Manager - West

Sales And Distribution Manager

To drive a "Faster" business growth agenda, the business is executing a new Business model that consolidates the Product Portfolio (Grains, Sausage Rolls & Snacks) into a 3P Coman and a full 3P GTM. This role forms part of the Sales Organization, to enable this and drive our growth agenda.

The role will be responsible for the delivery of our sales and distribution objectives and lead the execution our Channel and PACE (Pepsico Advantage Customer Execution) strategy across multiple channels at the regional level, in conjunction with the 3P Field Sales team. For the Region:

• The role is responsible for operational execution of the contractual sales and distribution agreements with the third party distributors team and manages performance against set KPI's of Sales targets, Volume and Revenue targets, Distribution (Numeric & Weighted), Quality, Food Safety, Occupational Safety, Service and Cost.
• Identify and lead business development plans in collaboration with the 3P sales team and into the PEP internal business governance process
• Customer development – establish best practices and discipline for selection and onboarding of right trade partners

(with right WC, infrastructure and Mindset ) to support the delivery of our growth Agenda.

Capability – responsible for Coaching, training and developing the 3P sales team (ZSM, ASMS & FSE's).

Responsibilities

• Deliver key monthly and annual brand KPI for the region – volume, revenue, portfolio mix, coverage, channel contribution
• Manage full execution of all Pepsico's annual operating plans, quarter and monthly initiatives (working with 3P Distributor teams and external agencies) in the region.
• Lead, and cultivate collaborative relationships with 3P Distributor Sales Force, KBPs, wholesalers that promotes our brands and delivers the growth agenda for the region
• Manage Existing and new customer relationships to increase revenue and market share
• Develop new business by recruiting new customers (as required) – leading/collaborating with the local team of DP in prospecting, engaging, assessing, appointing and managing new distributors/dealers
• Facilitate coverage and effectiveness of secondary sales channels (Wholesales, OM Retail, Neighborhood D2R, KAM Retail and other channels) by developing the sales reps through classroom training and field coaching and accompaniments – train, coach and measure
• Ensure compliance with company policies including sales processes, pricing and contractual agreements.
• Manage deployment and maintenance of POS and merchandising materials assigned to region
• Review, monitor the effectiveness of Pepsico foods market/competitor activities, across region.
• Manage regional budgets including forecasting, planning & T&E
• Foster a culture of innovation & continuous improvement within Pepsico and the 3P team

Qualifications

• Minimum 7yrs years post Tertiary Qualification experience with at least 2-5 Years at a Middle Management Level sales with Proven results at delivering business change
• FMCG operational/distributor management experience
• Ideally Foods & Beverage exposure with a strong focus on TT (OM & NB) and emerging Channels.
• Channel and competitive insights
• Commercial acumen.
• Flexibility to work in any region, travel up to 75%
• Proven track record of working as a team.
• Self-Motivated, Proactive and result oriented.

PepsiCo is an Equal Opportunity Employer in line with the Employment Equity Act