Field Sales Manager

4 days ago

Chatswood, Australia PepsiCo Full time

**Overview**

**Work for a global company with some of the world’s most trusted and iconic brands.**

**Be part of an exciting business where employees are recognised and career growth is nurtured.**

PepsiCo Australia & New Zealand is home to some of the world’s most trusted brands such as Smith's Chips, Red Rock Deli, Sakata Rice Crackers, Pepsi Max and Gatorade We are a progressive and people-focused business, and believe our diverse workforce is the key to our success. Because we value our employees and their families, we offer an agile and flexible working environment with an emphasis on work life balance and health, as well as plenty of learning opportunities and room to grow your career.

We currently have an exciting opportunity to lead a team of Sales Development Representatives as a Field Sales Manager (NSW). You and your team will deliver category, customer and PepsiCo growth in all categories we operate within. Lead the planning, selling and execution of all customer and company plans to deliver against our PepsiCo strategy

Drive exceptional wiring across our customer contacts, leveraging this network to gain agreement to over and above execution in customers

Drive the new business strategy and delivery for the state

**Responsibilities**

**About the Role**:

- Manage a team of SDR’s to deliver mutual growth (customer and PepsiCo) via flawless execution of all customer plans and deliver call compliance to journey plan.
- Build and leverage strong relationships with MSO’s to influence inventory (minimum product quantities and allocations) and off locations, leveraging store v store incentives and category insight. Sell in NPD at this level to gain additional allocations and improved off location activity.
- Minimum of 6 MSO meetings per month to align to key priorities and agree over and above execution and any incentives. To be agreed with Senior SDR the right contact matrix for FSM v SSDR. Work closely with the State & National Impulse account team to understand and align MSO strategy.
- Leverage all scan data to sell in opportunities and to review effectiveness of all activity. Data and insights to action to be the basis of all MSO meetings
- Drive the capability of the team through:

- quality induction and on boarding of all new team members (4 weeks)
- effective and action based 1:1’s, team meetings and coaching days (min 6 per month) including 1 team meeting per month and 1 store audit per week.
- effective use of all tools such as Newspage, blueprints, selling with insights
- coaching for improved performance as per the SDR development plan
- Flawless execution of PMP processes through PDR's, Career Development Discussion Cards, Coaching Matrix, Mid-Year Reviews and Full Year Reviews.
- Appropriate use and maintenance of all tools of trade such as vehicle, phone, iPad and POS.
- Build relationships with key internal (customer account teams) and external stakeholders including Schweppes territory contact, customer area contacts and 3rd party broker resource (where relevant). Demonstrating excellent execution of all Power of One opportunities and engagement of appropriate MSO contacts to gain commitment in multiple sites.
- Lead the state new business drive, with particular focus on licensed, to deliver an annual new business target as agreed with the Field Sales Director and Regional Sales Manager.

**Qualifications**

**About you**:

- Understand all elements of the customer supply chain to be able to influence On Shelf Availability
- Able to identify in-store sales growth opportunities against key Blueprint objectives and put a plan in place to improve in-store execution
- Able to understand, interpret and use category facts in all aspects of customer interaction.
- Able to have a natural selling conversation with the customer that results in them taking action.
- Able to plan for and anticipate customer objections and resolve using negotiation techniques in the sales presentation.
- Able to use retail maths and all available data within a selling situation or conversation with retailer
- Able to effectively prioritise workload and manage one’s time to meet business expectations and deadlines.
- Able to work as part of a team to achieve individual and team goals.
- Able to generate and share ideas and best practice with team

**For you**:

- We offer a competitive benefits package
- Access generous leave options (e.g. wellness, birthday, volunteer, purchase additional leave/cash out leave)
- We understand that bringing the best version of yourself to work means looking after yourself holistically. Our Health & Wellness programs support you with all dimensions of wellness
- Access learning programs for your professional development, as well as our global offerings and online courses.

**About us**:
We are a progressive and people-focused business and believe our diverse workforce is the key to our success. Because we value our employees and their families, we offer an agil

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