TDM, ShaoTai;区域拓展经理,绍台

Job Description

Auto req ID: 210282BR

Job Description

This is a PepsiCo career opportunity. This position is in PepsiCo China HQ. Please log onto www.pepsicojobs.com/main/china to find more career possibilities in PepsiCo China.


Roles:

Grow & develop business in assigned markets & accounts by selling & executing planned territory initiatives and effectively coach frontline sales team for improved execution

通过卖进产品和执行区域活动来促进和发展区域内市场,有效的辅导一线销售团队人员来提高执行质量。

Accountabilities:

Selling & Merchandising 卖进和陈列

  • Sell new product, promotions & merchandising initiatives to Key account & distributor.
与重点客户及经销商合作,负责新品的卖进,门店促销以及店面陈列
  • Ensure ‘Gold Merchandising Standard’ (GMS) compliance level in his territory.
确保所在区域的门店陈列达到该区域的黄金陈列标准
  • To discuss & provide AU with potential list of Accounts that can be made direct service from DC.
与区域经销商讨并提供潜在的大仓客户名单
  • Open new A&B stores to expand footprint in territory
在所负责的区域内拓展新的AB店,扩大销售面
  • Escalate Key Account Execution issues & non-compliance for AU support
在区域提供准确有效的协助,确保重点客户的店内执行稳步提升
Coaching 辅导
  • Work with team member in market to coach & provide one-with-one feedback
与团队成员一起工作,提供必要的辅导,定期进行一对一的反馈
  • Conduct effective weekly meeting with team
每周与团队成员开展切实有效的例会
  • Hire & train team.
招聘及培训新的团队成员

Measurements:

Objective Setting 目标设定
  • Volume & execution objectives for top accounts ( Mass Display, 2nd display, Coverage, Shelf Share & Ranging)
重点客户的销量和执行(地堆陈列、二次陈列、覆盖面、货架占比和排列)
  • Key Account stores , AB Store , Wholesale Channel execution plan (basis ITM calendar, GMS)
重点门店,AB店,全渠道执行计划(整合渠道促销计划日立,黄金陈列标准)
  • KPI setting (successful rate, Drop Size, No. of SKUs per order, % achievement, Volume & GMS.)
业绩指标设定(成功率,,每单SKU的数量,达成率,销量&黄金陈列标准)
Tracking 记录
  • Weekly A&M tracker against month Volume & Execution objectives
每周市场费用的记录
  • Track execution, team coaching & key competition trends in territory
执行记录,团队辅导和区域内主要竞争趋势


Work Relationships:

Internal/内部 :
  • Direct Report to UM 直接汇报给UM
  • Key Account KA团队
  • Trade Marketing 销售推广部
  • Supporting Function: Fin. HR, logistics 支持性部门:财务、人力资源、物流部
External/外部:
  • Customer 消费者/客户
  • Vendor 供应商

This is a PepsiCo career opportunity. This position is in PepsiCo China HQ. Please log onto www.pepsicojobs.com/main/china to find more career possibilities in PepsiCo China.


Roles:

Grow & develop business in assigned markets & accounts by selling & executing planned territory initiatives and effectively coach frontline sales team for improved execution

通过卖进产品和执行区域活动来促进和发展区域内市场,有效的辅导一线销售团队人员来提高执行质量。

Accountabilities:

Selling & Merchandising 卖进和陈列
  • Sell new product, promotions & merchandising initiatives to Key account & distributor.
与重点客户及经销商合作,负责新品的卖进,门店促销以及店面陈列
  • Ensure ‘Gold Merchandising Standard’ (GMS) compliance level in his territory.
确保所在区域的门店陈列达到该区域的黄金陈列标准
  • To discuss & provide AU with potential list of Accounts that can be made direct service from DC.
与区域经销商讨并提供潜在的大仓客户名单
  • Open new A&B stores to expand footprint in territory
在所负责的区域内拓展新的AB店,扩大销售面
  • Escalate Key Account Execution issues & non-compliance for AU support
在区域提供准确有效的协助,确保重点客户的店内执行稳步提升
Coaching 辅导
  • Work with team member in market to coach & provide one-with-one feedback
与团队成员一起工作,提供必要的辅导,定期进行一对一的反馈
  • Conduct effective weekly meeting with team
每周与团队成员开展切实有效的例会
  • Hire & train team.
招聘及培训新的团队成员

Measurements:

Objective Setting 目标设定
  • Volume & execution objectives for top accounts ( Mass Display, 2nd display, Coverage, Shelf Share & Ranging)
重点客户的销量和执行(地堆陈列、二次陈列、覆盖面、货架占比和排列)
  • Key Account stores , AB Store , Wholesale Channel execution plan (basis ITM calendar, GMS)
重点门店,AB店,全渠道执行计划(整合渠道促销计划日立,黄金陈列标准)
  • KPI setting (successful rate, Drop Size, No. of SKUs per order, % achievement, Volume & GMS.)
业绩指标设定(成功率,,每单SKU的数量,达成率,销量&黄金陈列标准)
Tracking 记录
  • Weekly A&M tracker against month Volume & Execution objectives
每周市场费用的记录
  • Track execution, team coaching & key competition trends in territory
执行记录,团队辅导和区域内主要竞争趋势


Work Relationships:

Internal/内部 :
  • Direct Report to UM 直接汇报给UM
  • Key Account KA团队
  • Trade Marketing 销售推广部
  • Supporting Function: Fin. HR, logistics 支持性部门:财务、人力资源、物流部
External/外部:
  • Customer 消费者/客户
  • Vendor 供应商

Qualifications/Requirements

  • 5+ years of proven experience in a sales function part of which should be in the FMCG industry 5年以上销售经验,其中部分必须为快速消费品行业
  • 3-5 years people leadership experience 3-5年团队管理经验
  • College degree or above 大专级以上学历
  • Key Account experience is plus 最好具备KA经历
  • D&A management experience preferred 折扣与折让费用管理经验者优先
  • Strong negotiation skills and professional selling skills 专业的销售技能及谈判技巧
  • Sales planning and time management 销售计划及时间管理能力
  • Strong data analyze is preferred 有较强数据分析能力者优先
  • Strong execution and team player 较强的执行力及团队合作精神
  • Have passion &quick learner 积极热情以及较强的学习能力
  • Mandarin & English (preferred if have English capability) 中文和英文(具备较强英文能力者优先)
  • Good computer skills 熟练操作微软办公室软件

Relocation Eligible: Not Eligible for Relocation
Job Type: Regular