GTM Strategy & Planning Manager
Pepsico, Inc.
Bucuresti, Romania
‎în urmă cu 21 ore

Job Description

  • Lead GTM Optimization and Maintenance / Sustainability across both businesses to secure effective and profitable sales and distribution models across company owned, distributor and hybrid RTMs.
  • GTM synergies across all channels to provide profitable volume and VPO growth and cost savings.
  • Create and lead, lift and shift, share and support sales operating capabilities and best practice tools and enablers to each channel field sales team.
  • Develop harmonized reporting, target setting process and performance KPI tracking tools to secure high quality execution within market place across all channels.
  • Contribute to Sales Annual Operating Plan (year), Strategic Plan (3 years) and Innovation / Growth Plan (5 years) through aligning all involved parties to secure co-ownership and multi-functional support.
  • Sales Operations : Leading implementation and sustainability and supervision of all sustainability programs assuring the sales team has an effective and focused workflow to deliver best results with maximized efficiency and productivity.
  • Tracking the sustainability of the selling processes and determining improvement areas and tackling arising issues in advance to update the processes whenever necessary.

    Supervising the field KPI’s tracking and improves their efficiency and correctness.

  • Sales Development : Working on improvement areas for both commercial opportunities as well as sales systems. Developing new initiatives based on market needs and available best practices from other bench countries.
  • Sales Structure : Working on permanently assessing own and distributors sales force constantly pushing for efficient growth
  • Distributors and field force bonuses : Build and align with channel heads the bonus scheme for distributors and also field force bonuses
  • Go to Market Systems for TT, OT and OP / SC Channels : Identifying opportunities for a more profitable G2M system for all channels as well as developing improvement tools and integrating them with our systems (such as territory planner, OT frequency models, DTS mixed case) .
  • Designing with involved parties the new models of Go to Market as well as different truck settings, setting the KPI’s and reporting the results

  • Performance Tracking : Supervising all field performance tracking, KPI’s reporting flow to required functions and levels through proper reports and processes
  • AOP and SBP AND PSP : Align with field sales leadership GTM plans for annual operating year to follow and SBP AND PSP
  • Development of the operational capabilities
  • Qualifications / Requirements

  • Qualifications : Education : University degree, preferably economics / business managementField Sales experience in various channelsMin 8 years’ experience : sales field, reporting, analytics , people managementLanguage : Excellent command of written & spoken English
  • Abilities : P&L oriented finance understandingDrive for results with a passion to create change and lead a complex business and people agenda with equal priorityChange management experience, including strong cross-functional management skills to drive change in the face of adversityIdentifying major strategic initiatives and then translating those into implementationCommercial instinct to understand key business drivers & identify value creation opportunitiesPresenting complex business cases with confidence and credibility in senior forumsManage multiple inputs from a wide group of stakeholders and then incorporating them into a recommendation that everyone is bought intoCreating simple solutions and crafting a simple communication storyQuick high-level assessments to answer strategic questions and scope / guide work Manage complex analytics to an appropriate level of detail, ensuring accurate team output Deep understanding of financial modeling / evaluation, linking to consumer and shopper data
  • Relocation Eligible : Not Applicable

    Job Type : Regular

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