Director Sales

Job Description

Auto req ID: 209447BR

Job Description

As Sector Sales Leader ensure that exceptional operational services are provided, by his/her organization, to sales associates across multiple teams and markets. These services include sales reporting, customer account planning, execution analytics and route design. Responsible to train, lead and manage a team of ~70 associates. Continuously identify opportunities and implement processes to improve quality and timeliness of team output.

Functional Responsibilities

  • Head the Sales team to ensure efficient, effective and comprehensive support of the sales associates across multiple teams and markets
  • Lead and manage sales associates within his/her charge by developing a business plan that covers sales, revenue and organization costs
  • Enable the subordinate functional teams’ capabilities and enforce consistency in execution of key capability areas; Sales Reporting, Account Planning, Execution Analytics and Route Design
  • Ensure his/her team delivers in an accurate and timely services regarding;
    • sales reporting and analysis of service metrics; providing weekly compliance reporting and analytics against core metrics of delivery standards and communicate this information internally/externally, record customer service issues, etc. and generate monthly reports summarizing
    • account planning; track sales performance against pre-set thresholds, conduct trade management transactions with customers and produce turn-key directions that clearly illustrate the expectations of how our products are merchandised
    • execution analytics; provide in-store merchandising directions to our sales teams, analyze data to identify which promotional events met the success thresholds
    • route services; support accelerated sales growth and while optimizing costs (related to delivery/service) through route design
  • Monitor and report performance to key stakeholders
  • Actively conduct on-going review of operational services to drive agility and effectiveness
  • Ensure delivery of accurate and timely data in accordance with agreed service level agreements (SLA) with the Remain Co.
  • Overall accountability of process design, innovation and continuous improvement of the processes mandated with an end-to-end view to drive results on three parameters - Effectiveness, Efficiency and agility
  • Ensure Sales organization stays connected with business by integrating front and back end services
  • Focus teams against the speed of execution and quality of service delivery rather than achievement of SLAs
  • Recognize opportunities and take action to improve delivery of work
  • Implement continuous improvements and simplifications of processes, standardization of reporting and optimal use of technology
  • Scale-up operation in-line with business growth (within existing scope) as well as new areas of opportunity
People Responsibilities
  • Manage and motivate large teams
  • Lead the Sales Functional training agenda. Facilitate training across team, as well as other support functions and groups.
  • Set individual targets with the sector and/or Division teams, and track goals
  • Facilitate smooth transition of processes to team (future scope could also include other support functions)
  • Develop on-going training and capabilities plan for associates.
  • Organize weekly/monthly/quarterly reviews for subordinate team leads to ensure continuous improvement in efficiency, effectiveness and overall integration of the work with markets
  • Drive comprehensive change management (identifying the need for change and the role each individual play)
  • Actively conduct on-going review of operational services to drive agility and effectiveness
  • Ensure career growth opportunities for associates and engage in people planning and resource allocation activities
Key Skills/Experience Required
  • 12-15 years of experience in Sales Team Management
  • Bachelor’s/Master’s degree in commerce/business administration/marketing
  • DB / Customer management capabilities
  • Previous experience as a people leader
  • Experience within strong top-tier consulting or Prior Fast Moving Consumer Goods (FMCG) company experience required
  • 5+ years development experience related to data analytics and reporting including the usage of relevant tools and software packages. Knowledge on cloud-based data analytics platforms
  • Ability to provide superior customer service
  • Propensity to learn PepsiCo software systems
  • Strong knowledge of MS Office programs
  • Excellent leadership and customer management skills
  • Best-in-class time management skills, ability to multitask, set priorities and plan
  • Strong use of influencing skills to gain alignment
  • Sharp analytical skill to link strategies and objectives together to develop a plan
  • Executive communication skills: ability to send and receive information clearly and concisely

Qualifications/Requirements

Bachelor’s/Master’s degree in commerce/business administration/marketing

Relocation Eligible: Eligible for Standard Relocation
Job Type: Regular