AFH Key Accounts Assistant Manager

Overview

We Are PepsiCo

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes LAY’S , DORITOS , CHEETOS , GATORADE , PEPSI , QUAKER and more. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). pep+ is our strategic end-to-end transformation that puts sustainability and human capital at the center of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people.

Our employees drive our culture. No two days are the same; we are dynamic and full of passionate teams that embrace new ideas through our collaborative spirit. At PepsiCo, we know that our company can only succeed when our associates and the society we serve flourishes. We are committed to fostering a diverse workforce by creating a collaborative, equitable and inclusive space where everyone, regardless of what we look like, where we come from or who we love, has a voice. At PepsiCo we create a Space to be y( )u.

“We are an equal opportunity employer and comply with the with the global human rights policies and equality laws in the countries we operate in, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or marital/civil partnerships, religion or belief, gender, disability and we are Mowaamah -GOLD certified in Saudi.”

Learn more about our culture and life at PepsiCo: https://stories.pepsicojobs.com/

Job Overview:

Ensure all sales targets both short term and long term for the area/location are met.

• Supervise SSFL DC/Stockiest various routes through route visits targets and ensure that each sales
  
  

representative compliance with the SSFL execution standards as well as the proper way of achieving the

targets.

• Leading and developing sales team.
• Leading sales productivity.
• Achieve and exceed sales fundamentals and volume targets by implementing company plans.
• Update database to measure area’s performance against key business objectives. Use this data to
  
  

analyse the business and develop future action plans.

• Work on volume forecasting for his areas and channels.
• Work with Stockiest to improve customer service and execution efficiency.
• Supervise field sales teams for location in accordance with sales plans to achieve/exceed
  
  

objectives in terms of execution, gross and net revenues, market share and people development targets.

Responsibilities

• Organize, control, and motivate sales representatives to achieve sales targets within the agreed targets by applying SSFL sales standards.
• Conduct and ensure compliance with FLSMP; work-with and Route Control weekly, 1:1 sessions, and formal weekly meetings.
• Ensure HH integrity by examining reports and taking actions.
• Conduct regular market visits to monitor changes in the market situation and legislative requirements, and communicate these fluctuations in proper timing to the Regional/Sales Manager for decision-making.
• Ensure the company’s product promotional plans are understood and implemented at the right time and in the right place across all routes.
• Conduct all administrative transactions for the location (stock, returnable cases, daily sales invoicing cycle, etc.).
• Organize, control, and motivate the team to achieve sales targets within the agreed profit margins.
• Select, train, develop, and follow up on sales personnel to the standards (FLSMP) necessary to meet the current and long-term needs of the department.
• Ensure all RSRs’ compliance with OOR (Ownership on Route) through regular follow-up and on-the-job coaching.
• Manage field performance through adaptation of optimized routes, managing POP materials, stand planning, preparing RSR turnover follow-up reports, applying the Code of Conduct, and ensuring RSRs’ awareness of PepsiCo values.
• Develop strong relationships with stockists and key wholesale and OT customers within the location, including coordinating with the stockists on all call coverage and customer service standards.
• Ensure the company’s product development and promotional plans are understood and implemented at all levels to deliver the optimum level of impact.
• Expand distribution within the area as per the AOP business plan.
• Ensure proper execution of all new product initiatives.
• Ensure proper execution of all merchandising and operational priorities.
• Key field sales KPIs include reaching distribution targets (depth and breadth — capturing additional points of sale); upgrading execution on primary placements in both quantitative (space fair share) and qualitative (location and appearance) approaches; upgrading execution on secondary placements (doubling the number of secondary placements per point of sale); and implementing price and promotion strategies.
• Supervise the administrative and control agenda within the field, including maintaining control over the main KPIs; ensuring execution of KPIs per store; ensuring effective monitoring and processes are in place at all organizational levels; providing recommendations and ensuring timely implementation; creating, implementing, and ensuring compliance with accounting, inventory, and control procedures; resolving service and supply issues with affected parties; and designing and reporting the results/activities of the sales force to the Regional/Sales Manager.
• Report competitive activities to the Regional/Sales Manager as and when they occur.
• Ensure compliance with SSFL Control Agenda and Control Responsibilities.
  
  

Qualifications

• 3-6 years of sales field experience in FMCG.
• Very good English and Arabic language skills.
• No travel restrictions.
• Strong computer skills (Word, Excel, PowerPoint, Outlook crucial).
• Results driven (results based on specific efficiency and productivity KPIs within predefined time frames).
• Customer focus (service-to-sales concept).
• Thinking skills (trend, data, and event analysis to draw sound conclusions).
• Developing and supporting the team (actively improves others’ skills, cooperates effectively, and is a diplomatic conflict handler).
• Persuasive communication (clear, fluent, concise communication; gaining agreement and commitment).
• Integrity (mutual trust, consistent with company ethics and values).
• BA degree and computer literacy (Windows applications).