Cluster Sales Lead at PepsiCo

Overview

• 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.

Responsibilities

Sales Planning & Forecasting:

• Capture full sales potential across all areas and routes.
• Set cluster‑level sales goals aligned with SASKO’s strategic objectives.
• Forecast sales using market trends, competitor insights, and historical performance.
• Conduct market research to identify new opportunities and monitor industry shifts.
• Develop and execute sales strategies to grow revenue, expand customer base, and enter new markets.
• Track profitability to ensure sales activities contribute positively to the cluster’s financial performance.
• Monitor KPIs and ensure area and route targets are consistently achieved.
• Manage distributor performance to meet targets at optimal cost.
• Oversee sales budgets, promotions, and pricing to support growth and competitiveness.

Business development:

• Acquire new business in micro‑markets and grow existing accounts through loyalty programs.
• Increase market share through targeted growth initiatives.
• Strengthen customer management practices to improve retention and satisfaction.
• Build strong relationships with top‑tier customers (WEC – Win Every Customer).
• Collaborate cross‑functionally to support trade execution and customer initiatives.
• Implement and manage the trade calendar to drive consistent market activity.

People Growth & Leadership

• Recruit, train, and mentor sales staff.
• Set KPIs, monitor performance, and provide feedback.
• Build a high‑performance culture with recognition and motivation.
• Hold regular meetings with supervisors to assess markets and development needs.
• Identify skill gaps and organize training programs.

Systems, Procedures & Practices

• Use BI tools and bakery scorecards.
• Interpret daily sales and distribution reports.
• Apply DRM (Distribution Management) effectively.
• Ensure accurate reporting and analysis.

Relationship Results

• Align sales with marketing campaigns.
• Collaborate with operations/logistics to meet delivery expectations.
• Manage external channels and distributors to support company goals.

Innovation & Improvement

• Ensure compliance with legal and regulatory standards.
• Promote ethical sales practices.
• Safeguard company reputation and customer trust.

Qualifications

• A bachelor’s degree in business, marketing, or a related field is typically required
• Minimum 8-10 years relevant experience
• Minimum of 5 years in a leadership position
• Proficient in MS Office and SAP or equivalent ERP system