Cluster Sales Lead: Limpopo - Polokwane at PepsiCo

What we’re looking for:

• Responsible for the Cluster Sales (MT and TT) and sales structure. Develops effective sales plans and executes the same to drive volume, revenue to achieve / exceed AOP targets whilst driving customer satisfaction.

Accountabilities

Key Performance Area

Specific Outputs

Sales

• Develop sales plans (90 days)
• Ensure sales potential for all areas are captured
• Establish sales goals and targets for the cluster in line with the SASKO’s overall objectives.
• Predict future sales trends and prepare accurate forecasts based on market analysis and historical data.
• Conduct market research to identify new opportunities, monitor competition, and stay updated on industry trends.
• Create and implement effective sales strategies to increase revenue, expand the customer base, and enter new markets.
• Track the profitability of sales efforts, ensuring that sales strategies contribute to the cluster’s bottom line.
• Monitor sales KPIs and ensure sales targets for areas and routes are achieved.
• Monitor and manage distributor performance ensuring that targets are met at optimal costs
• Manage sales budget, promotions and pricing

Business development:

• acquire new business – Micro markets and grow existing business (loyalty programs)
• Grow market share

Customer management

• Build relationships with top tier customers (WEC – Win Every Customer)

Work with

• Trade calendar
• People Growth and Hire, train, and mentor members of the sales team to ensure they have the skills and knowledge necessary to succeed.
• Monitor the performance of sales staff by setting KPIs, providing regular feedback, and conducting performance evaluations.
• Encourage a high-performance culture through incentives, recognition, and motivational leadership.
• Work with –WEC; Conduct regular gate to gate meetings with sales supervisors to assess market and identify development opportunities
• Identify skill gaps within the sales team and organize training programs or workshops to improve performance.

Leadership

• Systems, Procedures
• Understand BI (Business Intelligence) or similar programmes
• Bakery scorecard report
• Understand and evaluate daily sales report
• Understand DRM (Distribution Management)
• Understand and read reports and Practices

Relationship Results

• Work closely with the marketing team to ensure alignment between marketing campaigns and sales strategies, driving qualified leads to the sales team.
• Ensure that the sales team works in sync with operations, logistics, or production teams to meet customer delivery expectations.
• Manage relationships with external sales channels, distributors, or resellers to ensure they align with the company’s objectives.
• Innovation and Ensure that sales practices comply with all relevant legal and regulatory standards.
• Promote and enforce ethical behaviour within the sales team, maintaining the company’s reputation and customer trust.

Improvement

• Values
• Ownership
• Integrity
• Respect
• Empowerment
• Teamwork
• Consumer and Customer

Qualifications
What will qualify you for the role:

• A bachelor’s degree in business, marketing, or a related field is typically required
• Minimum 10 years relevant experience in within within a unionised environment.
• Minimum of 5 years in a leadership position
• Proficient in MS Office and SAP or equivalent ERP system