Job Description

Main Purpose - what is the main objective/purpose of the role?

To build an advantaged GTM (go-to-market) system by leveraging the emerging trends in the TT environment through a highly committed set of business partners & capable people, implementing best practices from across industries & Pepsico system

• To build an advantaged Rural, Urban and Wholesale Model by leveraging the emerging rural trends by focusing on Product, Channel, Frontline structure development.
• Build capability of the S&D system and GTM management

Accountabilities - list in priority order the main accountabilities/deliverables of the role, including key measures. These should be clearly the responsibilities of the JOB HOLDER.

Provide leadership and drive results :

• Design the GTM transformation journey across all markets for PepsiCo Foods India - moving from the current GTM mosaic to the future GTM mosaic
• Drive productivity in the GTM system through Route Re-engineering, Route capacity Enhancement, Split Routes , Pre-sell Routes, etc., leading to improved execution
• Building Partner Relationships across the S&D chain (i.e., CFA, Stockiest & Retailers) through Insights surveys, engagement programs, etc., which need to conceptualized, designed and implemented
• Evaluate & build new foot-print opportunities / avenues for driving both the width & depth agenda
• Partner with Channel Heads & HR to help create robust Reward & Recognition strategies
• Set up robust Review mechanisms to generate MIS to enable decision-making at HO level.
• Set up the Wholesale Model to service the existing and uncovered outlets - end to end
• Drive productivity in the GTM through improved execution and measure the reach of uncovered outlets through Sell in & Sell Out Model
• Develop Product and Pricing Strategy for marginal outlets by understanding the model, competitive and business trends of other FLI Channels and establish pricing controls
• Evolve and conceptualize the SKU rationalization, ensure alignment with Marketing, Supply Chain, Finance and Sales Regions
• Design & Implement specific Activation strategies & Trade promotions partnering with Market Activation Manager. Evolve new merchandising solutions to tap into future trends in Indirect distribution model.
• To constantly evaluate & build new foot-print opportunities / avenues for driving Rural agenda
• Review of sales systems and processes in Indirect Distribution and drive standardization as well as optimization thru 'Best Practice' sharing and building capability. Setting up robust Review mechanisms for Indirect Model to generate MIS to enable decision-making at HO level.
• Understand the market forces and benchmark with other FMCG companies and Industry and constantly evaluate the models and adapt to FLI scenario.

Drive Effective Teaming & Communication

• Ensure integration across teams/ regions and resolve intra-team/ region issues / conflicts
• Provide regular progress updates to Sales Director and other stakeholders
• Drive cross-Region progress update communication

Ensure Successful Roll-out

• Obtain senior management support / buy-in on all key initiatives and resources required for the GTM transformation journey
• Drive buy-in across regions and stakeholders
• Ensure adherence to agreed timelines
• Ensure learnings from pilots / roll-outs are shared across regions
• Achievement of the targeted incremental benefits from the GTM transformation

Coaching

• Coach and train all RSDMs in effective design and implementation capabilities
• Provide direction and coaching to other team members on areas that require greater focus

Lead Change Management

• Proactively identify barriers to implementation and risk mitigation mechanism
• Define the change management agenda and activities
• Partner in implementation of the identified change management initiatives

Job Dimensions - what is the scope of the role - volume, net revenue, budget, geography, number of customers, number of sites etc for THIS role?

• Lead and manage GTM across urban , rural/LTC and wholesale channels
• Build execution templates for targeted Routes / 500 Merchandisers / 4500 routes, cover all LTC and marginal outlets in Urban
• Ensure capability at operational level to drive concepts of Route Re-engineering and other productivity measures to stay within GTM budgets
• Conceptualize template, execute and review the stockiest engagement program across 2500 partners at National level / build CFA relationship programs while driving the CFA efficiency & productivity agenda
• Benchmark existing models in other FMCGs and Macro Snacks

Desired Skills & Experience

Key Skills/Experience Required - specific education/certification, specific functional experience, language etc NEEDED for the job. Please note that this is not necessarily the incumbent's personal background.

• • • • MBA from A/ B grade Institute with FMCG sales experience of 6-8 years across geographies. Cross-category experience is desirable.
        • • • • • • Analytical, influencing, collaboration & inclusion skills
                  • Experience of handling large projects, require significant change management effort is a positive

Main interactions within & outside organization / External & Internal Environmental Factors - Key job roles both internally and externally that the job-holder interacts with on a daily, weekly, monthly basis. What is the nature of the interaction? What are the complexities of the environment in which this position exists?

• Regional Managers & Zonal Managers - AOP, Strat build, Review, Standardization of sales systems and processes across regions and channels (TT, EC and WS)
• Region MDMs - drive MWB's, Reviews, Merchandising Solutions
• Financial Planning & Sales Planning - AOP, Strat Build, Cost controls, Sales Spends
• SDM and Sales Director - Stat Plan, AOP, GTM Models, GTM Reviews,
• IT - Building Systems, SAMNA Roll outs
• Capability Building Team - identification of capability gaps and co-building programs to close gaps
• External : Research Agencies (for developing surveys)