Sales Supervisor

2 days ago

Delhi, India PepsiCo Full time

Overview:
**General Purpose**:
ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

**Responsibilities**:
**Main Responsibilities**:
**Strategy and AOP**
- AOP target planning & tracking for CEs that are consistent with Unit plan
- Execute necessary plans to consistently grow shares in each category as per plan
- Ensure transparent communication to the field team including partners
- Managing discounts and distributor margins
- Setting up and Retiring DB channels and guide on standard operating procedures

***

**Market Share**
- Improve market share by increasing net distribution and weighted distribution
- Activate brands - Pack wise & channel wise activities to improve Market Share
- Ensure asset productivity and drive corporate/regional marketing agenda
- Develop team capabilities to address channel partner stability related issues
- Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
- Possess high competition intelligence in constant monitoring of all competition

**Team Building**
- Assess performance capability & providing development feedback to team
- Recognize CEs on internal/external platforms
- Partner with Sales HR and drive Core People Processes across the team
- Own the frontline functional skill development and Development Action Plan

Qualifications:
**Key Capabilities / Competencies**:
Competencies

Knowledge

1. FMCG sales overview

2. Distribution Business

3. Computer Proficiency - Excel, Word, PPT, Outlook

4. Local Language and English

5. ROI Understanding

**Skills**:
1. Negotiation

2. Communication

3. People management

4. Time Management

5. Critical Thinking

6. Analytical Ability

7. Problem Solving

Key Interfaces

Internal

Unit Manager

Sales Manager

Customer Executives

Sales Development Manager

Market Development Manager

Revenue Manager

Infra - Cooler Dept.

Supply Chain Manager

Unit Finance Manager

Unit HR Manager

External

Customers/Retailers

Distributors

Salesmen | 3rd Party

Warehouse Manager

**Qualifications**:

- Any under graduation
- Post Graduation (Tier 2/3 College)
- Preferable MBA

Experience
- 6 Years
- FMCG Sales

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