Job description 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
KICKSTART YOUR SALES CAREER WITH A BANGIN VBL! Are you bold, ambitious, and ready to take the FMCG world by storm We're looking for dynamic & highly passionate Sales Trainees to join our fast-paced & high-energy team. If you've got the hustle, the heart, and the hunger to make it big in sales, this is your golden ticket! What you must have : MBA/PGDM Marketing (Full Time 2 Years Course)-Pass-out of 2024 batch from a Tier-1 B-school Current employment in a B2C sales role,preferably in FMCG organization Obsessionwith drivingsales targets Love fortraveling extensively into deepest parts of t Openness for deployment acrossany part of India Core elements of YSL program you will experience : 6 months On-The-Job Training (OJT)as a Management Trainee-Sales covering Sales Volume: Plan, Deliver and Sustain High Volumes Sales Excellence: Measure Productivity, Design Programs, Understand Macroeconomics, Manage Stakeholders Market Knowledge: Competitor Analysis to Capitalize Opportunities Distributor Management: Monitor, Identify & Troubleshoot Deliver ROI Team Development: Lead, Motivate & Empower Team to Drive High Performance New Initiatives: Exposure to Leverage Cutting Edge Technology Flagship program (YSL) providing On-Ground Market Expertiseinto General Trade Sales Develop Business Acumen on GTM strategy with deep understanding of Product, Consumer, Sales Excellence and Competitive Landscapein different types of markets Training from the best minds in the business Cross-Functional Leaning (Exposure to Marketing, Commercial, SCM, Manufacturing departments) BuildLeadership Skills through extensive team handling High Visibility & Faster Career Growth Opportunities Mobility across Businesses Real Market Action no desk-bound boredom! Training Methodology : OJT, Mentoring & Coaching from Sales Leaders, Shadowing Peers, Project Allocation & Delivery, Performance Monitoring & Recurrent Reviews Confirmation: Into Area Sales Manager (ASM) Role (on successful completion of training) Team Handling : 8-10 Front line Sales Executives (after confirmation)
Young Sales Leader (YSL) Program Position: Management Trainee Sales Organization: Varun Beverages Limited (VBL), a part of the RJ Corp Conglomerate Function: Sales Location: PAN India Reporting to: To be confirmed post-deployment Eligibility Criteria (Mandatory): MBA/PGDM in Marketing (Full-time, 2-year course) 2025 pass-out from Tier-1 Premier B-Schools only Excellent communication & interpersonal skills to collaborate and influence key stakeholders Willingness to be deployed across PAN India Training Period: Duration: 6 Months as Management Trainee Sales What You Will Learn: On-the-Job (OJT) Training Exposure Across: Sales Volume: Plan, deliver, and sustain high volumes Sales Excellence: Measure productivity, design programs, understand macroeconomics, manage stakeholders Market Knowledge: Competitor analysis to capitalize on opportunities Distributor Management: Monitor, identify & troubleshoot deliver ROI Cost Control: Manage budgets Team Development: Lead, motivate, and empower teams to drive high performance New Initiatives: Drive innovation & leverage technology How You Will Learn: Mentoring & Coaching Project Allocation, Delivery & Monitoring Shadowing Stakeholders & Sales Leaders Performance Monitoring & Review Salient Features of the Program: Flagship program providing on-ground exposure to strategic operations & executional excellence in General Trade Sales Development of strong business acumen through rigorous training and hands-on experience Deep understanding of product, consumer behavior, sales excellence, and competitive landscape across diverse markets Leadership skill development through team handling responsibilities and real-time problem-solving Confirmation into Area Sales Manager (ASM) role upon successful completion of training Benefits of the Program: Cross-functional learning with short-term stints in: Marketing Commercial Supply Chain Management (SCM) Manufacturing Development of robust sales acumen and real-time market exposure High visibility through national-level engagement Accelerated career growth and business mobility opportunities Mentorship from seasoned industry leaders Exposure to both Pan-India and International assignments Post-Training Role: Confirmed role: Area Sales Manager (ASM) Responsibility for sales delivery across multiple SKUs Collaboration with Commercial, Marketing, and MEM teams Leading and managing a team of 810 frontline sales executives Compensation: Fixed CTC: ?16 LPA One-Time Deferred Payment: ?1.5 LPA Additional Lucrative Benefits applicable after confirmation into ASM role
JOB DESCRIPTION_AREA SALES MANAGER Job Context: Drive Sales Volume and revenue growth profitably by leveraging the growth opportunities, coaching the Frontline team and managing DBRs effectively Sales Volume Deliver the sales volume target by developing market in the assigned territory as per Annual Operating Plan Add new outlets which should contribute to achieving annual volume/value targets Market Execution Drive sales volumes of FMO (Focus of the Month) products and increase the Unique SKU count in the outlet and ensure Product range availability Drive Cooler / rack productivity by planning deployments/redeployments of resources based on Cooler/Rack governance protocols Required to closely work with relevant stakeholders for aligning the stock requirement as per the plan in the Region Market Knowledge Track competitor activity on a continuous basis and take action to counter competitor strategies in order to increase market share Distributor Management Regularly monitor the stock levels at the distributors and ensure availability of stock Identify and trouble shoot issues by conducting periodic visits Cost Control Adherence to all processes by ensuring that there are no pending claims/ settlements with internal and external partners Development of team Understands the business issues and support the team to resolve in a timely manner. Monitor and train the CEs, provide support and coach the team on driving the business objectives. Identify the key talents, help them nurture and enhance capability to take up more responsibilities. Monitor progress against the plan in the Weekly Commitment Meetings and Monthly planning meetings. New Initiatives Identify key issues and working on driving innovation and leverage technology in order to achieve business objectives 4, KEY INTERFACES External Interfaces Internal Interfaces Distributors, retailers, key accounts HOS, MUGM, COO, Marketing, BD, MEM, Commercial Education Qualification(Highest) with Target Institute(s) Full-time MBA from a reputed Management Institute Desirable experience: Experience in Beverages Industry would be an added advantage. Functional Skills Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization Proven ability to drive the sales process from plan to close Strong business sense and industry expertise Successful experience in consistently meeting or exceeding targets Functional Expert Behavioral Skills Good Interpersonal Skill Good Communication Skill Expert General Awareness : Knows the fundamental or general understanding of concepts. Working Knowledge :Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices. Functional Expert: Candidate is certified functional expert with strong knowledge on concepts. Mastery: Candidate is subject matter expert and has command over the subject/ concepts.
Purpose of the role To provide advanced financial support to our business units to function efficiently and effectively, providing the financial understanding on which key decisions are made. By providing accurate analysis and revealing insights, we add value to core commercial processes and provide the support to our teams to continue innovating and driving results. Key Deliverables Financial Planning and Budgeting: Develop and design effective budget models for departments and the entire company. Prepare and manage budgets, ensuring alignment with organizational goals. Contribute to the financial planning and forecasting process of the unit. Financial Reporting: Submit accurate Quarterly, Half-yearly, and Annual Financials, Annual Budget, and other required reports. Present annual budgets to senior managers for review and approval. Monitor and report on the financial performance of the unit, including Balance Sheet, COGS/COGM report, Yield Report, and D&A report. Audit Compliance: Ensure timely completion of audits as per the schedule. Collaborate with auditors and facilitate the audit process, providing necessary documentation. Financial Analysis: Provide timely and accurate analysis of budgets and financial reports to senior management. Report on internal financial controls for enhanced fraud risk management. Expense Reporting: Implement a proper reporting system over Power & Fuel, Repair & Maintenance Expenses, and C&C Expenses. Role Requirements Qualification:CA (1st or 2nd attempt)/ MBA Finance Experience: 2-6 years of overall experience in the accounting function (preferably in FMCG set up) With atleast1 year in MIS preparation with manufacturing unit Budgeting, Budgetary control, Budget preparation, Management action and cost control, Master budget, Price and quantity variance, Responsibility centres, Zero-based budgeting. Experience on SAP is must . Knowledge on GAAP Fundamental or general understanding of concepts Desired Skills: Analytics and business reporting Financial acumen, towards understanding business performance and budgets Advanced proficiency in Microsoft Excel.
KEY ACCOUNTABILITIES: Accountabilities Scope of work Sales Efficiency Work in close collaboration of the field sales team to improve upon sales efficiency parameters: Penetration%, Bill cuts per day per route, Effective Calls, VPO, VPR aligned to the business objectives as set by the UNIT Distribution Management Support Field team in identifying distribution gaps - New retailers, Distributors, Vehicles etc and help in onboarding them in the system Process/Infrastructure Manage & ensure adequate adoption of processes/tools associated with interactions between Logistics - Distributor - Field Force Retailer (DMS/SFA-SAMNA, Compliance Audits etc). Ensure relevant infrastructural elements are in place to support the aforementioned. Master Data Management Continuous improvement in master data accuracy: Geo Tagging, Channel Bifurcation, Customer Master, Vehicle Master, Hierarchy mapping Information/insights generation Analyse Sales data to provide relevant insights for improving upon operational efficiencies. Support field sales team by ensuring accurate & in time reporting. New Initiatives Support field team in enabling implementation & adoption of new systems/processes. This will include distributor alignment, salesman training, relevant data collection and identified issue resolution4, KEY INTERFACES External Interfaces, Internal Interfaces Available data sources on competition mapping, Market Share etc. DMS/SFA system (SAMNA), Reporting Tools (Qlik BI, Power BI), Onboarding platforms.
KEY ACCOUNTABILITIES: Accountabilities Scope of work Sales Efficiency Work in close collaboration of the field sales team to improve upon sales efficiency parameters: Penetration%, Bill cuts per day per route, Effective Calls, VPO, VPR aligned to the business objectives as set by the UNIT Distribution Management Support Field team in identifying distribution gaps - New retailers, Distributors, Vehicles etc and help in onboarding them in the system Process/Infrastructure Manage & ensure adequate adoption of processes/tools associated with interactions between Logistics - Distributor - Field Force Retailer (DMS/SFA-SAMNA, Compliance Audits etc). Ensure relevant infrastructural elements are in place to support the aforementioned. Master Data Management Continuous improvement in master data accuracy: Geo Tagging, Channel Bifurcation, Customer Master, Vehicle Master, Hierarchy mapping Information/insights generation Analyse Sales data to provide relevant insights for improving upon operational efficiencies. Support field sales team by ensuring accurate & in time reporting. New Initiatives Support field team in enabling implementation & adoption of new systems/processes. This will include distributor alignment, salesman training, relevant data collection and identified issue resolution4, KEY INTERFACES External Interfaces, Internal Interfaces Available data sources on competition mapping, Market Share etc. DMS/SFA system (SAMNA), Reporting Tools (Qlik BI, Power BI), Onboarding platforms.
KEY ACCOUNTABILITIES: Accountabilities Scope of work Sales Efficiency Work in close collaboration of the field sales team to improve upon sales efficiency parameters: Penetration%, Bill cuts per day per route, Effective Calls, VPO, VPR aligned to the business objectives as set by the UNIT Distribution Management Support Field team in identifying distribution gaps - New retailers, Distributors, Vehicles etc and help in onboarding them in the system Process/Infrastructure Manage & ensure adequate adoption of processes/tools associated with interactions between Logistics - Distributor - Field Force Retailer (DMS/SFA-SAMNA, Compliance Audits etc). Ensure relevant infrastructural elements are in place to support the aforementioned. Master Data Management Continuous improvement in master data accuracy: Geo Tagging, Channel Bifurcation, Customer Master, Vehicle Master, Hierarchy mapping Information/insights generation Analyse Sales data to provide relevant insights for improving upon operational efficiencies. Support field sales team by ensuring accurate & in time reporting. New Initiatives Support field team in enabling implementation & adoption of new systems/processes. This will include distributor alignment, salesman training, relevant data collection and identified issue resolution KEY INTERFACES External Interfaces, Internal InterfacesAvailable data sources on competition mapping, Market Share etc. DMS/SFA system (SAMNA), Reporting Tools(Qlik BI, Power BI), Onboarding platforms.
KEY ACCOUNTABILITIES: Accountabilities Scope of work Sales Efficiency Work in close collaboration of the field sales team to improve upon sales efficiency parameters: Penetration%, Bill cuts per day per route, Effective Calls, VPO, VPR aligned to the business objectives as set by the UNIT Distribution Management Support Field team in identifying distribution gaps - New retailers, Distributors, Vehicles etc and help in onboarding them in the system Process/Infrastructure Manage & ensure adequate adoption of processes/tools associated with interactions between Logistics - Distributor - Field Force Retailer (DMS/SFA-SAMNA, Compliance Audits etc). Ensure relevant infrastructural elements are in place to support the aforementioned. Master Data Management Continuous improvement in master data accuracy: Geo Tagging, Channel Bifurcation, Customer Master, Vehicle Master, Hierarchy mapping Information/insights generation Analyse Sales data to provide relevant insights for improving upon operational efficiencies. Support field sales team by ensuring accurate & in time reporting. New Initiatives Support field team in enabling implementation & adoption of new systems/processes. This will include distributor alignment, salesman training, relevant data collection and identified issue resolution4, KEY INTERFACES External Interfaces, Internal Interfaces Available data sources on competition mapping, Market Share etc. DMS/SFA system (SAMNA), Reporting Tools (Qlik BI, Power BI), Onboarding platforms. Education Qualification (Highest) with Target Institute(s) Full-time MBA from a reputed Management Institute Desirable experience: Experience in Beverages Industry would be an added advantage. Functional Skills Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization Proven ability to drive the sales process from plan to close Strong business sense and industry expertise Successful experience in consistently meeting or exceeding targets Functional Expert Behavioral Skills Good Interpersonal Skill Good Communication Skill Expert General Awareness : Knows the fundamental or general understanding of concepts. Working Knowledge : Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices. Functional Expert: Candidate is certified functional expert with strong knowledge on concepts. Mastery: Candidate is subject matter expert and has command over the subject/ concepts.