Horeca Regional Sales Manager
PepsiCo
Ghimbav, RO
6 zile în urmă

About PepsiCo :

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world.

PepsiCo generated more than $79 billion in net revenue in 2021, driven by a complementary food and beverage portfolio. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including 23 brands.

Guiding PepsiCo is our vision to Be the Global Leader in Convenient Foods and Beverages by Winning with Purpose. "Winning with Purpose" reflects our ambition to win sustainably in the marketplace and embed purpose into all aspects of our business strategy and brands.

For more information, visit www.pepsico.com, www.pepsico.ro.

Deliver sales and profitability KPI’s

  • Coordinate and organize the sales OP team in order to deliver the business plan for OP (AOP)
  • Manage the OP investment budget in order to secure and develop the OP PepsiCo share in OP market and deliver the annual profitability objectives
  • Identify the business development opportunities and recommend / execute the necessary actions in order to healthy increase the portfolio
  • Assure a high level of customer service
  • Analyze the KPIs performance and propose action plans in order to revert negative trends
  • Negotiates and proposes good contractual terms and PepsiCo counterparts with all clients for the allocated area
  • Responsible for delivering the targets for all Key Performance Indicators (KPIs)
  • Sales forecasting for the allocated area of responsibility
  • Supervises the allocated resources (ex. : budget investment, tools of trade TOT etc.) and allocated targets for every team member
  • Team management

  • Manages the headcount of the OP team vs. budget
  • Responsible to keep the turnover in line with the company’s KPIs
  • Coordinates the recruitment processes for the vacant BDR positions
  • Maintains at a higher standard the motivation of the team (through coaching, positive attitude and transparent communication)
  • Develops the team competencies both business and soft skills through coaching (in the office and field) and through specific development actions
  • Sets / communicates clear responsibilities for each member of the allocated team
  • Evaluates the team performance and offers accurate / on time feedback
  • Manages poor performance and / or disciplinary cases, highlights them finds solutions to solve them together with the HR department
  • Collaborates with HR department in order to assure the implementation of PepsiCo HR practices and procedures
  • Organizes and coordinates the team training agenda
  • Respects and applies the internal developmental tools : Performance Management Process (PDR, ACE, PPP), MyHR and other specific HR tools
  • Implements the Territory University program
  • Building internal multi-functional alignment to achieve specific objectives

  • Communicates to the relevant sales team specific OP objectives and offers support for reaching them;
  • Develops an efficient execution monitoring system for the On Premise customers
  • Efficiently collaborates with :
  • OP KAM team and OP analysts
  • Sales field execution beverages team to drive perfect execution of the On Premise programs and contracts counterparts
  • Trade Marketing team for the development of OP dedicated programs, as well as for implementing specific programs per client;
  • MEM department;
  • Governance department in order to secure the budget within AOP limit
  • Certifications

    Qualifications / Requirements

  • Professional experience : at least 3 years Sales experience with minimum 1 year in a managerial positions, preferably in FMCG
  • Studies : university degree
  • Fluent in English
  • Advanced PC knowledge;
  • Driving licence B cateogory without prior incidents.
  • Abilities :

  • Advanced communication and interpersonal skills
  • Managerial skills (influencing and motivating skills)
  • Leadership skills / capacity
  • Strategic thinking
  • Good analytic skills
  • Very good negotiation skills
  • Results oriented
  • Technical sales and account management knowledge. English knowledge : advanced level
  • Technical knowledge :
  • PC skills : Good software and PC knowledge
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