Area Manager - Business Development

Role & responsibilities

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 aligningSenior 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

Preferred candidate profile