Zonal Manager - Traditional Trade - Kerala & Karnataka

Overview

The role focuses on delivering value, revenue, and profitability targets as outlined in the PepsiCo India Foods Annual Operating Plan (AOP) through strong in-market execution and by building capability for future success. It involves achieving market unit goals across value, market share, profitability, and growth by developing and implementing the Unit AOP with targeted market strategies, expansion initiatives, and channel-wise brand and category activations, while also fostering capability and engagement within the unit team. The position manages five Area Sales Managers and oversees the Traditional Trade business across Karnataka and Kerala.

Responsibilities

• Deliver AOP value and revenue targets by driving trade spend productivity through effective discount management, distributor ROI, and tight cost controls.
• Strengthen distributor capability and engagement to ensure retention and build win-win partnerships lead the SDP Perfect Store Program and drive Joint Business Planning with key distributors.
• Lead the DT4 (Direct Touch 4) agenda to streamline movement from plants to distributors and improve cost-to-serve efficiency.
• Ensure strong market execution, expand outlet base, and improve asset charging through effective team leadership.
• Build frontline capability through consistent coaching, in-market work withs, and one-on-one development.
• Track performance through weekly commitment meetings and monthly reviews to ensure delivery against the plan.
• Achieve growth and sales targets through effective management and motivation of the sales team.
• Design and execute strategic plans to expand the customer base and strengthen market presence.
• Lead recruitment, goal-setting, coaching, and performance management for sales representatives.
• Present clear sales, revenue, expense reports, and forecasts to the management team.
• Identify emerging opportunities, market shifts, and competitive trends to guide business decisions.

Qualifications

Tier 1/Tier 2 MBA

8 - 10 years experience in FMCG Sales

• Demonstrates exceptional leadership abilities, with experience in managing large teams
• Possesses extensive expertise in Sales Operations and effective Market Execution
• Exhibits a relentless drive for achieving results and maintaining a winning mentality.
• Displays an executive presence that effectively represents PepsiCo in relevant external forums at a Multi State level.
• Boasts solid commercial experience encompassing Sales, Go-To-Market (GTM), Marketing, and Finance
• Exhibits excellent collaboration skills, effectively advocating for the unit's needs while partnering with regional leaders.
• Possesses strong financial skills to drive and evaluate the impact of various business strategies.
• Exhibits strong interpersonal skills to establish strategic connections with Distributors and Customers.
• Embraces a customer-centric mindset and approach in conducting business.
• Showcases analytical skills, capable of analyzing events and data to optimize performance.
• Demonstrates a natural inclination to build team capability, serving as the Head Coach for the unit team.