Field Sales

3 days ago

Knoxfield, Victoria, Australia PepsiCo Full time $120,000 - $180,000 per year

Overview
Reporting to the General 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 sales business leadership within consumer industry, within a multinational organisation
  • 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.

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