The Manager of Operations & Sales ("MOS") is an integral part of the Field Sales Organization for PepsiCo North American Nutrition. The MOS reports to the Director of Operations & Sales. The MOS is responsible for driving profitable revenue and is accountable for in-store execution of PepsiCo NAN Products within the large format grocery channel for wired customers including but not limited to: Ahold - Stop and Shop , Demoula's Market Basket, Price Chopper, Big Y, Etc
Communication and Sales:
The primary responsibility of the MOS is to engage chain and district operations buying influencers in face-to-face meetings to drive incremental Net Revenue above and beyond activity sold by the Customer Manager.
Key Responsibilities:
Understand account priorities through regular communication and engagement with Customer Manager, reviewing upcoming plans, executing post event analysis and providing solutions to key business challenges at an account level.
Communicate upcoming key ad activity, display commitments and new product introductions to chain operations teams.
Review district and store sales performance and chain syndicated inventory measures
Upsell orders of products linked to a survey sell or "pre-book" process
Improve size, number and positioning of displays above chain wide execution commitments, including influence of display planners
Provide post event analysis on a district and chain level to drive improved future display performance
Sell customized solutions including permanent equipment, universal shippers, and tailored product recommendations by store segment, affinity merchandising and IRC utilization.
Play a key role in the forecast development and sell in of IRC pallets, prefilled shippers, innovation displays and prebuilt pallets.
Builds and delivers selling presentations to wired customers leveraging standardized reporting, customized iPad tools and ad hoc analysis.
Executes in depth on going and event specific post analysis, identifying trends, causal factors and potential solutions by leveraging internal, customer and syndicated measures
Meets on a periodic basis to review prior period and YTD performance against key performance display and financial metrics.
Identifies open routes and weaker performing broker in store representatives, understanding the Retail Supervisor's plan to improve these results, and creating accountability to prior commitments.
Provides feedback on retailer operations personnel commentary regarding broker's in store representatives.
Assists NAN Frontline Team in developing account priorities.
Provide financial management for POS and Equipment forecasting and ordering.
Teamwork:
Attend buyer calls with Customer Manager(s) and facilitate Customer Manager attendance at MOS buying calls
MOS will provide support of market visits, working with broker and Customer Manager to identify stores and make sure they are prepared for a visit.
Sharing of best practices and helping with the startup and on-going training needs of new and existing members of the team.
Qualifications:
Bachelor's degree or equivalent work experience
MBA preferred
5+ years of sales experience with consumer packaged goods organization.
Highly motivated individual with excellent communication, analytical, negotiation, influencing, and follow up skills
Retail and Category Management experience is a plus
Strong PC skills including above average Microsoft Excel, Word, Outlook and PowerPoint skills.
Solid understanding of financials including P&L impact of sales decisions.
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