PepsiCo AFH Manager

Responsibilities

JOB PURPOSE

Develop presence and share of Self Service and New Channels by planning the right execution standards, developing the optimal trading terms and working with the field team to execute.
Develop and roll-out New Channels expansion plan
Manage the Self Service Channel CDA and customer support plan
Manage the key accounts in both Self Service and New Channels
Manage new channels, and lead his team in accordance with sales plans to achieve/exceed objectives in terms of execution, gross and net revenues, market share and people development targets.
Train and coach sales team to enable them to deliver and execute AOP targets.
Achieve and exceed sales fundamentals and volume targets by implementing company plans, and recommending tests/programs for business improvement in SS & new channels. 
Update database to measure SS & new channels performance against key business objectives. Use this data to analyse the business and develop future action plans. 
Work on volume forecasting for SS & new channels. 
Lead the growth agenda of New channels, and come with new initiatives that can develop the business.

PRINCIPAL ACCOUNTABILITIES

1    Financial
•    Control of MEED statements of account and follow up with the customer reconciliation with finance team on monthly & quarterly bases (as needed).
•    Follow up on MEED payments and make sure they are posted in our system on time.
•    Follow up on credit limits compliance to ensure that all customers are within their assigned credit limits & terms.
•    Manage ss and New channels profitability, by aligning on selling prices and support with your line manager and finance.
•    Follow up with customer & finance department to ensure proper implementation of the following:
–    Customer Incentives
–    Credit notes implementation & posting
–    Monitor short deliveries & returns 
–    Sales team incentive schemes
–    Customers Contracts payment on time, while managing/deducting the non compliance

2    Control & Planning
•    Working as a link between Field & internal department (i.e. Finance…etc.) and Leverage the channel operating processes to ensure that field are aligned to relevant activities and execution standards within the allocated accounts.
•    Plan and Follow up with the final activities and its implementation in the market by the filed within the allocated accounts through complete reporting system that compare between the achievements & the planned figures.
•    Control of contractual documents and maintain an updated summary of all CDA’s 
•    Ensure that HHT is implemented correctly across the regions by gathering and updating the system with the required data (customers, routes, barcode…etc.)
•    Plan all new channels development projects

Customer & Sales Data Management
•    Prepare monthly sales reports by SKU comparing the plan Vs. actual 
•    Maintain sales history data for performance analysis.
•    Maintain the monthly/quarterly targets and break it down by customer.
•    Ensure that customer pricing/ CDA terms are agreed to support the agreed business goals, based on principles and that any changes are based upon an objective business case and are approved by SSFL Management.
•    Plan AOP and cascade down the execution plans, while leading the implementation and the budget for the New channels and SS channel
•    Customer administration. Specifically:
•    Prepare periodic reports covering customer performance versus target, implementation of the account plan and the outlook for the balance of the year.
•    
Review
•    Undertake store checks alongside account visits to understand the real category / SSFL situation and to monitor compliance to agreed activities. 
•    Join finance in their visits to Organized Trade customers when conducting accounts reconciliation.
•    Evaluate key activities/ promotions (combo) to determine what works best as a basis for future plans.

•    Organize, control and motivate team to achieve sales targets within the agreed profit margins.
•    Select, train, develop and follow-up sales personnel to the standards (FLSMP) necessary to meet the current and long term needs of the department.
•    Monitor changes in the market situation and legislative requirements, and recommend or implement action to meet circumstances as required.
•    Represent the company at senior levels within the customer base to ensure the image of SSFL is maintained & enhanced and as an aid to achieve sales targets.
•    Ensure proper execution for all new product initiatives.
•    Ensure proper execution of all merchandising and operational priorities.
•    Key Field Sales KPI’s to include: reaching distribution targets (depth and breadth – capture additional points of sale); Upgrading execution on primary placements both in quantitative approach (space fair share) and qualitative approach (location + appearance).
•    Manage administrative & control agenda within the field to include: maintaining control over the main 
KPIs – ensure the Execution of KPI’s per Store; insure effective monitoring and processes are in place, implement and insure compliance with accounting, inventory, and control  procedures; resolve service & supply issues with affected parties; design and report the results/activities of the sales force.
•    Ensure proper roll-out and sustain the implementation of Best Practice Tools within the Region.
•    Perform periodical market visits to insure proper sales and shelf execution.
•    Attend to customer complaints and insure smooth and prompt delivery to all customers.
•    Provide coaching, feedback and one-to-one sessions to direct subordinates.
•    Motivates sales team to achieve high results and better numbers.
•    SSFL Control Agenda & Control Responsibility:
•    Understand the objective of the control
•    Maintain Process documentation that is complete and accurate including
(i) narratives, (ii) flowcharts, (iii) test scripts    
•    Evaluate the effectiveness of controls assigned to them
•    Maintain an audit trail to evidence execution of the activities, sufficient to enable re-performance by independent 3rd party    
•    Lead the remediation efforts for a control deficiency
•    Provide results of testing to Process Owners.

“#Locations : Riyadh, Saudi Arabia “
Qualifications

EXPERIENCE/COMPETENCIES REQUIRED

7-8  years of sales field experience in FMCG
Very Good English and Arabic language skills
No travel restrictions 
Strong computer skills (Word, excel, PowerPoint, outlook crucial)
Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
Customer Focus (Service to sales concept)
Thinking Skills (Trend, data, events analysis to draw sound conclusions)
Leading and Motivating Others (Creating enthusiasm, inspire positive attitude, desire to succeed)
Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic conflict handler)
Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment)
Integrity (Mutual trust, consistent with company ethics and values)
University Graduate & Computer Literacy (Windows applications)