Key Outlet Specialist, Business Developer, Territory Manager
Salary undisclosed
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KEY OUTLET SPECIALIST
JOB PURPOSE:
The position is responsible for rendering retail marketing services to specific marginal accounts in a geographically defined territory. With main accountability on driving sales productivity by means of promoting Pepsi-Cola products and building and maintaining strong relationships with retail partners to achieve sales target and growth.
WHAT WILL YOU DO:
1. Sales
• Performs selling activities to marginal accounts to achieve sales volume and deliver productivity targets
• Conducts sales calls for marginal outlets following the prescribed 8 Steps of a Call and required frequency per outlet
• Prepares and submits the RCP (route coverage plan) every 4th Monday of the month
• Recommends purchase orders/stocking levels per SKU to marginal accounts (average of 12 SKUs per outlet)
• Coordinates all deliveries of booked orders, powered coolers, and marketing collaterals; and prepares the supporting and required documentations
2. Outlet Management
• Expands horizontal & vertical distribution by identifying new SKU/s pipeline
• Ensures sufficient stocking level per SKU and equipment status i.e. as to the purity of powered coolers
• Runs daily monitoring of cash/cheque collections and reconciles discrepancies
• Sustains and grows Commercial targets by diligently opening new outlets based on target
3. Trade Program/Promotions
• Efficiently implements trade programs and promotion activities not limited to the installation of merchandising materials (POSMs) and deployment of powered coolers (PC) to create visibility, awareness, and brand recall
• Executes trade programs and promotions based on Commercial strategy and sales guidelines Pepsi-Cola Products Philippines, Inc.
• Implements and monitors trade programs/promotions and provides sound possible resolutions as needed
• Provides reportorial support relevant trade program/promotion implementation as advised by his/her Line Manager
4. Cost Management
• Efficiently manages account receivables, sales and marketing spends, and other financial resources of territory/accounts. Checks for accuracy, reports and resolves discrepancies
• Checks and monitors daily cash/cheque collection and account receivables and reconciles sales revenue realizations
• Ensures adherence to the company's credit policies, prevent fraud, bad debts, and over aging
• Perform daily settlement activities
5. Sales Monitoring Tools
• Closely tracks and analyses sales performance using the standard sales monitoring tools
• Runs daily update of Territory Score sheets with daily sales performance and route KPIs
• Consistently runs the monthly update of Executional Planner
• Builds and maintains territory details (performance and other pertinent information) using the Fact Book
• Executes the job with daily use of tool kit to aid the Pre-sellers in their trade visits
6. Asset and Resource Management
• Ensures assigned service vehicle is clean, in good running condition and well-maintained at all times
• Consistently runs BLOWBAGETS
• Closely coordinates with Fleet Administration for vehicle maintenance, repairs and compliance to safety standards
• Ensures that OR and CR are updated and properly kept inside the work tool vehicle
• Strictly complies to safety and statutory regulations with regard to the usage and safekeeping of assigned service vehicle and other work tools
• Ensure that all operating expenses are within prescribed budgets and compliant with company policy
7. Environment, Health, Safety, and Security
• Incorporates Environment, Health, Safety and Security (EHSS) compliance in the implementation of focus channel strategies and initiatives.
• Works with EHSS to promote and comply with EHSS practices and initiatives across the Area
8. Other job-related duties and responsibilities as may be assigned from time to time
REQUIREMENTS:
• College Graduate or College Level: Degree in Business Management or Finance
• At least 1 year sales experience in retail or food industry.
• Holder of a Professional Driver’s License with restriction code number 1 or 2
BUSINESS DEVELOPER
WHAT YOU WILL DO
As a Business Developer, your key responsibility is to expand the business reach and coverage of PCPPI by opening and growing volumes of new accounts. You play a critical role in PCPPI's Route-to-Market strategy by assessing the potential of an area, recruiting new high-potential accounts into PCPPI, and growing those high-potential accounts within the area.
• Recruit Retail Accounts - Conducts territory mapping and surveying to find opportunities within large accounts / wholesalers and ensure initial orders are placed
• Open New Retails Accounts - Build and maintain strong relationships with newly onboarded customers to drive sustained sales volume
• Grow New and Existing Accounts and PCPPI Coverage - Maintains strong relationships and providing high service levels to ensure accounts are constantly buying, while working closely with sales teams to develop and execute strategies for growth
• Oversee Effectiveness of Sales - Shadows salespersons along their routes (through route riding) to check that salespersons are visiting the right customers and effectively selling / communicating with them
WHAT WE ARE LOOKING FOR
• Bachelor’s degree in Business Administration, Marketing or any related field
• 1 year of experience in sales, business development or related role is a plus
• Strong interpersonal and negotiation skills, with the ability to build relationships with potential accounts.
• Proactive, goal-oriented, and capable of working independently in the field.
• Willingness to travel extensively within the assigned territory.
• Ability to drive a motorcycle is a plus (with a valid driver’s license).
TERRITORY MANAGER
Plan, lead, supervise, execute, coordinate and monitor Sales & Distribution plans & programs of assigned territory within plant strategies and corporate parameters with the objective of achieving targets. Establish goodwill with customers and with the community.
IN SUMMARY
• Sales Management
• Distribution
• Marketing
• Finance Resource and Cost Management
WHAT WE ARE LOOKING FOR
• College degree holder preferably management or finance.
• Minimum 1-2 years sales management experience
• Field sales management experience with minimum one (1) year in traditional trade/distributor or account management.
• Understands market dynamics for consumer goods and key financial indicators.
JOB PURPOSE:
The position is responsible for rendering retail marketing services to specific marginal accounts in a geographically defined territory. With main accountability on driving sales productivity by means of promoting Pepsi-Cola products and building and maintaining strong relationships with retail partners to achieve sales target and growth.
WHAT WILL YOU DO:
1. Sales
• Performs selling activities to marginal accounts to achieve sales volume and deliver productivity targets
• Conducts sales calls for marginal outlets following the prescribed 8 Steps of a Call and required frequency per outlet
• Prepares and submits the RCP (route coverage plan) every 4th Monday of the month
• Recommends purchase orders/stocking levels per SKU to marginal accounts (average of 12 SKUs per outlet)
• Coordinates all deliveries of booked orders, powered coolers, and marketing collaterals; and prepares the supporting and required documentations
2. Outlet Management
• Expands horizontal & vertical distribution by identifying new SKU/s pipeline
• Ensures sufficient stocking level per SKU and equipment status i.e. as to the purity of powered coolers
• Runs daily monitoring of cash/cheque collections and reconciles discrepancies
• Sustains and grows Commercial targets by diligently opening new outlets based on target
3. Trade Program/Promotions
• Efficiently implements trade programs and promotion activities not limited to the installation of merchandising materials (POSMs) and deployment of powered coolers (PC) to create visibility, awareness, and brand recall
• Executes trade programs and promotions based on Commercial strategy and sales guidelines Pepsi-Cola Products Philippines, Inc.
• Implements and monitors trade programs/promotions and provides sound possible resolutions as needed
• Provides reportorial support relevant trade program/promotion implementation as advised by his/her Line Manager
4. Cost Management
• Efficiently manages account receivables, sales and marketing spends, and other financial resources of territory/accounts. Checks for accuracy, reports and resolves discrepancies
• Checks and monitors daily cash/cheque collection and account receivables and reconciles sales revenue realizations
• Ensures adherence to the company's credit policies, prevent fraud, bad debts, and over aging
• Perform daily settlement activities
5. Sales Monitoring Tools
• Closely tracks and analyses sales performance using the standard sales monitoring tools
• Runs daily update of Territory Score sheets with daily sales performance and route KPIs
• Consistently runs the monthly update of Executional Planner
• Builds and maintains territory details (performance and other pertinent information) using the Fact Book
• Executes the job with daily use of tool kit to aid the Pre-sellers in their trade visits
6. Asset and Resource Management
• Ensures assigned service vehicle is clean, in good running condition and well-maintained at all times
• Consistently runs BLOWBAGETS
• Closely coordinates with Fleet Administration for vehicle maintenance, repairs and compliance to safety standards
• Ensures that OR and CR are updated and properly kept inside the work tool vehicle
• Strictly complies to safety and statutory regulations with regard to the usage and safekeeping of assigned service vehicle and other work tools
• Ensure that all operating expenses are within prescribed budgets and compliant with company policy
7. Environment, Health, Safety, and Security
• Incorporates Environment, Health, Safety and Security (EHSS) compliance in the implementation of focus channel strategies and initiatives.
• Works with EHSS to promote and comply with EHSS practices and initiatives across the Area
8. Other job-related duties and responsibilities as may be assigned from time to time
REQUIREMENTS:
• College Graduate or College Level: Degree in Business Management or Finance
• At least 1 year sales experience in retail or food industry.
• Holder of a Professional Driver’s License with restriction code number 1 or 2
BUSINESS DEVELOPER
WHAT YOU WILL DO
As a Business Developer, your key responsibility is to expand the business reach and coverage of PCPPI by opening and growing volumes of new accounts. You play a critical role in PCPPI's Route-to-Market strategy by assessing the potential of an area, recruiting new high-potential accounts into PCPPI, and growing those high-potential accounts within the area.
• Recruit Retail Accounts - Conducts territory mapping and surveying to find opportunities within large accounts / wholesalers and ensure initial orders are placed
• Open New Retails Accounts - Build and maintain strong relationships with newly onboarded customers to drive sustained sales volume
• Grow New and Existing Accounts and PCPPI Coverage - Maintains strong relationships and providing high service levels to ensure accounts are constantly buying, while working closely with sales teams to develop and execute strategies for growth
• Oversee Effectiveness of Sales - Shadows salespersons along their routes (through route riding) to check that salespersons are visiting the right customers and effectively selling / communicating with them
WHAT WE ARE LOOKING FOR
• Bachelor’s degree in Business Administration, Marketing or any related field
• 1 year of experience in sales, business development or related role is a plus
• Strong interpersonal and negotiation skills, with the ability to build relationships with potential accounts.
• Proactive, goal-oriented, and capable of working independently in the field.
• Willingness to travel extensively within the assigned territory.
• Ability to drive a motorcycle is a plus (with a valid driver’s license).
TERRITORY MANAGER
Plan, lead, supervise, execute, coordinate and monitor Sales & Distribution plans & programs of assigned territory within plant strategies and corporate parameters with the objective of achieving targets. Establish goodwill with customers and with the community.
IN SUMMARY
• Sales Management
• Distribution
• Marketing
• Finance Resource and Cost Management
WHAT WE ARE LOOKING FOR
• College degree holder preferably management or finance.
• Minimum 1-2 years sales management experience
• Field sales management experience with minimum one (1) year in traditional trade/distributor or account management.
• Understands market dynamics for consumer goods and key financial indicators.