Unit Sales Manager
pepsico
Total years of experience :20 years, 1 Months
•Report to the Sales Director and lead a team of 75 in business development, sales and distribution of Pepsi Products in Fakous area.
•Develop territory and SKU specific key performance indicators for sales, collection, distribution and operation and monitor performance to ensure achievement of annual operation plans (AOP).
•Develop and implement effective credit policies for the unit with the approval of the TDM to meet growth targets for traditional trade.
•Build and sustain relationship with key customers and monitor contracts, negotiating terms within the company’s pricing strategy and approval matrix to meet volume and profitability targets.
•Prepare monthly sales development objectives (SDO) developing roadmaps for growth for each key customer in terms of customer programs, brand presence, and liquidation of slow moving SKUs.
•Monitor and liaison with TDM to analyse sales by SKU/salesman/territory, credit limits and days sales outstanding (DSO) and profitability and support realization of territory goals.
•Fine tune the organization by changing geographical borders of territories and assignments and task allocations to TDMs.
•Conduct regular market visits, spot inspections and discussions with TDM to maintain objectives like prime locations and monitoring competition to launch effective countermeasures.
•Coach, develop, mentor, monitor and appraise team members to maintain organizational effectiveness.
•Ensure effective coverage of each territory by managing the cost effective utilization of the distribution fleet and resources to ensure on shelf availability and market shares.
•Achieved highest realization of KPIs - 100% coverage, 95% productivity and 98% line in distribution.
•Delivered 10% YTD growth in the product portfolio.
•Enhanced market reach and penetration by introducing 3 new routes in the distribution chain.
Accountabilities
- Set clear and deliver objectives that are consistent with the company’s goals with each member of the territory team.
- Review progress versus objectives at weekly meetings and take corrective action as appropriate.
Tracking Measure & Problem Solving
- Follow up on the update of the Territory Scoreboard minimum on a weekly basis.
- Provide recognition and feedback to the Territory Sales Team.
- Lead problem solving.
Coaching
- Assess performer capability through WORK*WITHs and ONEwithONEs providing development feedback to the Customer Representatives & the Territory Team.
- Maintain records of WORK*WITH objectives and progress for each Team Member.
Customer
- Support successful execution of core work (delivery, backroom management, merchandising and equipment).
- Maintain a physical presence in the territory to ensure understanding of customer’s needs.
Measures
- Achievement of Territory monthly Case Sales and Net Revenue Targets.
- Availability of all SKUs within the territory as per the Company’s guidelines.
- Improving on routes productivity KPIs for all routes within your territory.
- Complying with the Company’s developmental & training programs.
Ensure sales and collection target are cascaded down and Communicated to the team on monthly basis thru the supervisors.
- Operating monthly meeting to focus on the objectives.
- Control the Coverage, distribution and productivity for the vans.
- Van Journey plans engineering and monitoring the routs.
- Control the assets and the fleet thru the area.
- Review the daily, weekly objectives with the team.
- Market visit with all the team accordingly to ensure the best Effective control.
- Train and coach the team to put them on the right track.
- Operating yearly appraisals for the supervisors
- Achieving commercial goals and participation in the sales strategy development process
Ensure that make the target of my work area.
- Ensure increase the customers in my work area.
- Management work by professional diction.
- Make distribution contemplation to know performance balanced.
- Make drafts card to any customer (monthly and annual).
- Make periodicity visitors of customers.
- Problems solving including non-routine