Field Sales

3 weeks ago

Melbourne, Victoria, Australia PepsiCo Full time
Overview

Reporting to theGeneral Manager Sales, the Field Sales- Assoc Manager, will be responsible for providing vital support, training and guidance to field sales team.

Responsibilities
  • Sales strategy & planning
    • Develop and execute national field sales strategies aligned with brand, category, and channel priorities, in alignment with business goals and revenue targets.
    • Cascade monthly, quarterly, and annual volume/value targets by region, channel (modern trade, general trade, e-commerce), and product line.
    • Set sales targets by region and channel; monitor KPIs and sales performance.
  • Channel & territory management
    • Ensure effective coverage of all retail channels- supermarkets, convenience stores, wholesalers, and independent grocers.
    • Oversee outlet segmentation, territory mapping, and route-to-market optimisation.
  • Team Leadership
    • Lead, train, and coach a geographically dispersed sales force including regional/state sales managers and area sales executives.
    • Drive performance culture through field KPIs, incentive plans, and coaching routines
    • Conduct regular performance reviews, succession planning, and skills development.
  • In market execution
    • Ensure flawless execution of trade promotions, new product launches, planogram compliance, and visibility standards at store level.
    • Monitor stock availability, secondary sales, and merchandising effectiveness through regular field visits.
    • Ensure consistent execution of the company's commercial standards across all territories.
  • Customer & Distributor Management
    • Build and manage strong relationships with key distributors, wholesalers, and strategic retail partners.
    • Monitor distributor KPIs (sell-in, sell-out, stock levels, credit) and resolve any performance gaps.
    • Resolve escalated customer issues and improve field-level service quality
  • Reporting & insights
    • Analyse field sales data and market trends to provide insights to senior leadership.
    • Prepare and present regular sales performance reports, forecasts, and territory analysis.
  • Sales Operations & Analytics
    • Maintain real-time tracking of sales performance and market share.
    • Conduct gap analyses, weekly performance reviews, and action planning.
  • Cross functional collaboration
    • Partner with marketing, trade marketing, supply chain, and finance to ensure alignment on promotions, product availability, pricing, and customer service.
    • Collaborate on demand forecasting and S&OP (Sales and Operations Planning) processes.
    • Partner with HR on recruitment and development of sales staff.
  • Budget management
    • Manage field sales budget including trade spend, travel, and incentive programs.
    • Ensure cost-effective deployment of resources and return on investment (ROI).
  • Compliance and standards
    • Ensure adherence to company policies, pricing guidelines, and ethical standards.
    • Conduct field audits and ensure compliance with health, safety, and legal regulations.
Qualifications
  • Minimum 10 years in operational/business leadership within construction or industrial manufacturing, with international exposure
  • Proven success at NSM level positions
  • Expertise in developing and executing multilayered channel strategies
  • Strong judgement, financial discipline, integrity, and emotional intelligence
  • Track record in budgeting, forecasting, and delivering profitability
  • Strategic and operational skills in driving business growth, process improvement, and systems implementation
  • Tertiary qualification or business leadership qualification is highly regarded. Technical qualifications in construction management, engineering, manufacturing, mechatronics will be beneficial
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