Key Outlet Specialist, Business Developer, Territory Manager, Sales Manager

KEY OUTLET SPECIALIST

JOB PURPOSE:

The position is responsible for rendering retail marketing services to specific marginal accounts in a geographically defined territory. With main accountability on driving sales productivity by means of promoting Pepsi-Cola products and building and maintaining strong relationships with retail partners to achieve sales target and growth.

WHAT WILL YOU DO:

1. Sales

• Performs selling activities to marginal accounts to achieve sales volume and deliver productivity targets
• Conducts sales calls for marginal outlets following the prescribed 8 Steps of a Call and required frequency per outlet
• Prepares and submits the RCP (route coverage plan) every 4th Monday of the month
• Recommends purchase orders/stocking levels per SKU to marginal accounts (average of 12 SKUs per outlet)
• Coordinates all deliveries of booked orders, powered coolers, and marketing collaterals; and prepares the supporting and required documentations

2. Outlet Management

• Expands horizontal & vertical distribution by identifying new SKU/s pipeline
• Ensures sufficient stocking level per SKU and equipment status i.e. as to the purity of powered coolers
• Runs daily monitoring of cash/cheque collections and reconciles discrepancies
• Sustains and grows Commercial targets by diligently opening new outlets based on target

3. Trade Program/Promotions

• Efficiently implements trade programs and promotion activities not limited to the installation of merchandising materials (POSMs) and deployment of powered coolers (PC) to create visibility, awareness, and brand recall
• Executes trade programs and promotions based on Commercial strategy and sales guidelines Pepsi-Cola Products Philippines, Inc.
• Implements and monitors trade programs/promotions and provides sound possible resolutions as needed
• Provides reportorial support relevant trade program/promotion implementation as advised by his/her Line Manager

4. Cost Management

• Efficiently manages account receivables, sales and marketing spends, and other financial resources of territory/accounts. Checks for accuracy, reports and resolves discrepancies
• Checks and monitors daily cash/cheque collection and account receivables and reconciles sales revenue realizations
• Ensures adherence to the company's credit policies, prevent fraud, bad debts, and over aging
• Perform daily settlement activities

5. Sales Monitoring Tools

• Closely tracks and analyses sales performance using the standard sales monitoring tools
• Runs daily update of Territory Score sheets with daily sales performance and route KPIs
• Consistently runs the monthly update of Executional Planner
• Builds and maintains territory details (performance and other pertinent information) using the Fact Book
• Executes the job with daily use of tool kit to aid the Pre-sellers in their trade visits

6. Asset and Resource Management

• Ensures assigned service vehicle is clean, in good running condition and well-maintained at all times
• Consistently runs BLOWBAGETS
• Closely coordinates with Fleet Administration for vehicle maintenance, repairs and compliance to safety standards
• Ensures that OR and CR are updated and properly kept inside the work tool vehicle
• Strictly complies to safety and statutory regulations with regard to the usage and safekeeping of assigned service vehicle and other work tools
• Ensure that all operating expenses are within prescribed budgets and compliant with company policy

7. Environment, Health, Safety, and Security

• Incorporates Environment, Health, Safety and Security (EHSS) compliance in the implementation of focus channel strategies and initiatives.
• Works with EHSS to promote and comply with EHSS practices and initiatives across the Area

8. Other job-related duties and responsibilities as may be assigned from time to time

REQUIREMENTS:

• College Graduate or College Level: Degree in Business Management or Finance
• At least 1 year sales experience in retail or food industry.
• Holder of a Professional Driver's License with restriction code number 1 or 2

BUSINESS DEVELOPER

WHAT YOU WILL DO

As a Business Developer, your key responsibility is to expand the business reach and coverage of PCPPI by opening and growing volumes of new accounts. You play a critical role in PCPPI's Route-to-Market strategy by assessing the potential of an area, recruiting new high-potential accounts into PCPPI, and growing those high-potential accounts within the area.

Recruit Retail Accounts

• Conducts territory mapping and surveying to find opportunities within large accounts / wholesalers and ensure initial orders are placed

Open New Retail Accounts

• Build and maintain strong relationships with newly onboarded customers to drive sustained sales volume

Grow New and Existing Accounts and PCPPI Coverage

• Maintains strong relationships and providing high service levels to ensure accounts are constantly buying, while working closely with sales teams to develop and execute strategies for growth

Oversee Effectiveness of Sales

• Shadows salespersons along their routes (through route riding) to check that salespersons are visiting the right customers and effectively selling / communicating with them

WHAT WE ARE LOOKING FOR

• Bachelor's degree in Business Administration, Marketing or any related field
• 1 year of experience in sales, business development or related role is a plus
• Strong interpersonal and negotiation skills, with the ability to build relationships with potential accounts.
• Proactive, goal-oriented, and capable of working independently in the field.
• Willingness to travel extensively within the assigned territory.
• Ability to drive a motorcycle is a plus (with a valid driver's license).

TERRITORY MANAGER

Plan, lead, supervise, execute, coordinate and monitor Sales & Distribution plans & programs of assigned territory within plant strategies and corporate parameters with the objective of achieving targets. Establish goodwill with customers and with the community.

IN SUMMARY

• Sales Management
• Distribution
• Marketing
• Finance Resource and Cost Management

WHAT WE ARE LOOKING FOR

• College degree holder preferably management or finance.
• Minimum 1-2 years sales management experience
• Field sales management experience with minimum one (1) year in traditional trade/distributor or account management.
• Understands market dynamics for consumer goods and key financial indicators.

SALES MANAGER

WHAT WILL YOU DO:

This position is responsible for developing, leading, executing, coordinating, and monitoring Sales and Distribution plans and programs of the assigned territories as aligned with corporate strategies and parameters to ensure the attainment of targets. It is also responsible for building and maintaining strong relationships with customers overseeing daily operations in the assigned area.

Sales Management

• Attains volume, market share, and revenue targets by:
• Develops annual sales forecasts for the sales group and drives the attainment of the Sales Forecast Accuracy target
• Develops and implement action plans to address operational gaps and capture market opportunities
• Builds and maintains strong relationships with the customers and the community

Distribution Management

• Grows distribution sales in line with company strategies and objectives
• Trains distributors to ensure continuous improvement in capability, knowledge, customer service, performance, and profitability
• Equip distributors with the necessary sales skills to represent the company through coaching individuals in the field and personally observing and tracking the performance of distributors

On-Premise

• Handles distribution, availability, and visibility of brands/portfolio in modern trade outlets, including local key accounts
• Builds trade relationships through customer service and retailer education

Marketing

• Executes and monitors the implementation of national and local marketing programs in the assigned sales area/territory to promote product presence and awareness and generate sales.

Trade Execution

• Develops, leads, and monitors the execution of Pepsi Modern Trade standards to create brand and product awareness and drive sales opportunities.

WHAT WE ARE LOOKING FOR

• At least 7 years of solid experience in field sales operations and account management in the fast-moving consumer goods or food and beverage industry, three years of which in a managerial capacity
• Demonstrated success in driving and managing sales volume, market share, and revenue targets for a sales area, preferably in the fast-moving consumer goods industry
• Experience in field sales and marketing, market and channel strategies, particularly across retail and on-premise channels.
• Strong business acumen with a high level of understanding of key financial indicators
• HIGHLY MOBILE
• Willing to be assigned anywhere in the region

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