Zonal Sales Manager - Organized Trade(West)

Overview

• Drive the Foods portfolio across modern trade, eCommerce, and organized retail in South India.
• Build strong partnerships with key accounts to ensure availability, visibility, and flawless execution.
• Deliver sales, market share, and profitability targets as per the Annual Operating Plan (AOP).
• Execute channel strategies, expansion, and category activations to achieve growth objectives.
• Strengthen team capability and engagement to drive sustainable performance.
• Team: 1 Area Sales Managers (skip-level for Customer Executives/Sales Officers)
• Geography: MH, Goa, Guj, Raj, MP

Responsibilities

• Deliver sales, share, and profitability targets for Organized Trade customers across the 5 states in line with AOP goals.
• Drive trade spend productivity through effective discount management, distributor ROI improvement, and cost control measures.
• Strengthen and retain Scale Distributor Partner (SDP) relationships through capability building, Perfect Store execution, and robust Joint Business Planning (JBP) processes.
• Lead regional and national key accountmanagement (Reliance Retail, DMart, MORE, TESCO , Vishal Mega Mart, etc.) to ensure strong partnerships, visibility, and in-store excellence.
• Accelerate eCommerce platform like Zepto, swiggy, blinkit, big basket,Amazon fresh & Flipkart etc. and quick commerce growth, building strategic plans to capture emerging consumer buying behaviors.
• Ensure best-in-class service levels through high OT channel fill rates and operational efficiency.
• Champion the DT4 (Direct Touch 4) agenda to enhance distribution productivity and optimize logistics cost-to-move.
• Develop and execute strategic business and promotional plans aligned with the national OT strategy, driving assortment, planogram compliance, and visibility initiatives.
• Lead, coach, and develop a team of Key Account Executives and Merchandisers, fostering a high-performance and collaborative culture.
• Collaborate cross-functionally with Supply Chain, Finance, and Marketing for forecasting, inventory management, and trade investment optimization.
• Conduct data-led performance reviews with customers and internal teams through weekly and monthly business reviews.
• Present sales performance, forecasts, and key insights to management, ensuring timely corrective actions and course alignment.
• Identify emerging market opportunities and competitive movements to shape future growth strategies.

Qualifications

• Commercial & Functional Acumen: Brings deep expertise across Sales Operations, GTM, Marketing, and Finance, with strong financial and analytical skills to drive strategic decisions.
• Customer & Execution Excellence: Maintains a customer-centric mindset, ensuring flawless market execution and strong distributor and customer relationships.
• Proven People Leadership: Demonstrates strong leadership and coaching capability, effectively managing large, diverse teams and building future-ready talent.
• Collaboration & Influence: Partners effectively across regions and functions, advocating for business priorities while fostering alignment and shared success.
• Results Orientation & Executive Presence: Displays a winning mindset, drives outcomes with urgency, and represents PepsiCo with credibility and confidence in external forums.