Regional Sales Manager-North at PepsiCo, Inc.

Overview

To drive a “Faster” business growth agenda, the business is expanding and leveraging its existing business model, by exploring previously under-served white spaces for existing and emerging product portfolio (Grains and Snacks) within the 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 of commercial strategies 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 & FSEs).

Responsibilities

• Deliver key monthly and annual brand KPI for the region – volume, revenue, portfolio mix, coverage etc
• 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
• Cultivate collaborative relationships with 3P Distributor Sales Force, KBPs, wholesalers and their teams in a way that promotes Pepsico brands and products
• Implement plans to grow and strengthen existing customer base by regularly reviewing performance / financial health and implementing tactical initiatives in the region
• 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
• Manage deployment and maintenance of POS and merchandising materials assigned to region
• Provide activation and merchandising strategies and Leading the execution of activation and merchandising strategies by working with DP teams and agencies to ensure brilliant execution of all market activities and in line with agreed objectives
• Share business performance/effectiveness of market activities as required during review sessions using relevant tools
• Monitor market/competitor activities, execute relevant market surveys and product feedback and promptly share updates with the business according to agreed schedule and as may be required.

Qualifications

• 5-7-years post Tertiary Qualification experience, specifically in Commerce/ Economics/ Logistics with at least 5 Years at a Middle
• Management Level sales with Proven results at delivering business change
• Extensive FMCG operational sales/distributor management experience
• Fluency in Hausa and Kanuri languages
• Excellent In-Market Execution Skills
• Good Team Management Skills
• Excellent analytical, project management and presentation skills Project leadership skills
• Foods & Beverage exposure with a strong focus on Traditional Trade
• Channel Insights and analytical ability to feedback on channel trends
• High level of business acumen ~ commercially savvy and financially aware
• Flexibility to work in any region, with travel up to 75% of the time
• Proven track record of working in a team