Territory Sales Officer Job - Pakistan

JOB TITLE Territory Sales Officer (TSO)


FUNCTION PakistanFoods Sales


LOCATION Karachi


REPORTS TOArea Sales Manager



JOB PURPOSE To lead the distributor/ organization team in deploying company strategies to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational goals.




POSITION IN ORGANISATION

Supervisor:Area Sales Manager

Peers:Sales Reporting Officers

Sub:ordinates:8 to 20 Distributor Sales Rep. (DSR)


PRINCIPAL ACCOUNTABILITIES




:Permanent Journey Plan development and implementation.



:Screening and hiring of Order Bookers / DSRs



:Ensure implementation of Annual Operating Plan of which the Key Performance Indicators are:



:


:Achieving the monthly Volume targets locked at the start of the year

:Productivity of daily planned shops to be visited

:Ensuring Range availability of PCI snacks in the market

:Prime rack location identification and maintenance of rack integrity

:FIFO has to be maintained both at the warehouse and in market

:Negligible stale in the market has to be maintained





:Identify stock requirement at the warehouse



:Deliver volume and revenue target for his territory



:Capability development of distributors and distributor workforce



:Rollout of Sales OOR modules across distributor workforce



:Effective utilization of promotional budget by distributor and DSR



:Effective utilization of subsidies provided to the distributor i.e. stale allowance, DSR salaries and Van rentals by ensuring that DSR / Distributor lifts all stale product from the market, all vans and DSRs claimed by the distributor work throughout the month



:Conduct in market training/coaching with regular Follow up / Work with



:New account development



:Weekly reporting on all KPIs mentioned above to the ASM



:Management of all PI assets including racks etc.



:Implementation of Sales software at distributor end has to be ensured


KEY PERFORMANCE INDICATORS (KPIs)




:Volume achievement vs. AOP.

:In store business execution results

:Key initiatives and there results

:PDR results and ranking vs. peers

:Flexibility and endurance in a challenging environment.


ENVIRONMENT

Internal: All departments executives/managers

External:Distributors, Customers, Warehouse In charge, drivers, suppliers and order bookers.




Qualification:University Graduate (BA/B/)

Strong Leadership Skills, People Manager, Problem Solver


Requirements:Preferably 1:2 years in similar capacity but fresh may also apply.

PepsiCo

Ref: 16686BR