Area Manager BD (Modern Trade/ KAM )

Job Title / Designation: Area Manager - Business Development

Department : Sales & Marketing

Functional Reporting to : Group BDM

Administratively Reporting to : Head of Sales

Job Purpose

Will lead the Key Accounts, and their space management to develop and execute the business plans. His / her primary objective is to drive volume & share across the Key Accounts and support execution of BU business initiatives for this Institutional and certain Key Accounts.

Primary Roles & Accountabilities

1. Business Development

• Work closely with Company Senior Management and MU- Market Development team to develop a yearly account plan (AOP) to the Pepsi-Cola standard for Global, Regional, and local accounts within the territory. Current accounts include national accounts like KFC/Pizza Hut/PVR/Fame chain in OP. In MT the players include the Big Bazaar chain, Reliance Chain, Spencer Group, More and local players.
• Set clear performance expectations to achieve growth in terms of sales volume and number of Pepsi outlets. This will include aligning Senior Management on equipment, pricing, personnel and Key Accounts marketing to achieve company s sales, share & profit objectives. The above entails a periodic review of the business internal & external on -sales & revenue- with the outlets & UM/MUGM

2. Account Wiring

• Develop a wiring plan for all key accounts in his market.
• Establish regular contact, himself & his team with senior management of designated accounts, and ensure appropriate contact with Pepsi s senior management are being carried out as per the Customer Wiring Plan.
• Delivery of the desired fill rates would be a key KPI to be monitored.

3. Account Development

• Identify potential new accounts and opportunities to develop existing accounts through Leading the negotiations of CDAs within company's policies & budget, and monitor performance and compliance to take corrective action where appropriate.
• Work with MU Market Development Team to develop account specific strategies, standards for merchandising, range, promotions, pricing, equipment and communicates the same to the field.
• The above also entails understanding and capturing of consumer trends in MT/OP and thereafter making appropriate programs to enhance the business of the account, keeping in mind the budgets available.

4. In-Store Presence

• Develop Market presence standards in coordination with Regional Sales managers and Key Accounts managers.
• Delivers Brand/Package presence guidelines / standards to market.
• Key KPI to be monitored would be -freshness/ presence on shelf.

5. People Agenda

• Ensuring the growth and development of the people reporting to this position via learning activities and training. Training of people concerned to build MT capability would be a key KPI.
• To ensure that the performance management process is carried out for the people
• Providing a healthy environment that encourages empowerment and diversity
• Carrying out people related activities like planning resources required, etc

Skill/Attributes/Work Experience:

• KNOWLEDGE SKILLS (COMPETENCIES):
• Pepsi way of business and operations- Make; Sell; Deliver

Industry Know-how:

• Basic Computers
• English and local Language
• Distributor Business

SKILLS :

• Communication Skills
• Negotiation Skills
• People management skill
• Time Management
• Critical Thinking
• Instructing
• Analytical Ability
• Team Building Capability