Sales Lead (Customer and Distributor Management)

Overview

As the Customer/Distributor Management Leader, He/she will ensure that exceptional operational services are provided, by his/her organization, to sales associates across multiple teams and markets. These services include support of Customer and Distrbutor Management initiatives related to trade promotion, trade administration and trade equipment. Responsible to train, lead his delivery team. Continuously identify opportunities and implementing processes to improve quality and timeliness of team output.

Responsibilities

• Provide support to Customer Account Specialists, enabling achievement of critical customer initiatives and KPIs including: on time delivery, fill rate, returns/deductions, supporting major retailers. Review and validate customer claims and deductions
• Reminder for Key Customer / Distributor contract renewal (where applicable)
• Conduct monthly payment reconciliation for all credit customers - Reconciliation part. Prepare information (payment track record) for terminating customers (due to bad payment record or other reason)
• Maintain Customer Master Data and Maintain policies, processes, and tools.
• Receive data from Field Sales and Verify customer information. Make updates to customer information as necessary. Receive data from Field Sales and Verify customer information
• Create Sales Order in the system, check price and SKU accuracy and "Determine stock availability
• Review distributor and customer dashboards (Claims data, incentives, D&A)
• Manage customer service issues (create service ticket, coordinate with Zone Admins). Generate weekly reporting to track ASN compliance by bin /RSRs. Distribute weekly reports to Field leaders via email
• Complete weekly analysis and reporting of fill rate against customer order (95% standard) to ID root causes
• Drive and supporting continuous process improvement and standardization in order to increase efficiency
• Report shared service performance on Customer/DB Management order to Markets/Cluster and Sales Lead
• Participate in regular operational review calls with Business Partners and Business Leaders
• Work with other capability leaders within sector to deliver end-to-end order management solutions for business partner while advancing and harmonizing capability for future
• Serve on functional and cross-functional teams and have the skills to consult with team members as to the Sales impact and advise them on a prudent course of action
• Discuss staff performance with management and make recommendations for staff development and succession planning
• Maintain relationship with client and business departments
• Manage Team’s scope, workload and ad hoc requests
• Act as a point of contact for client Sales departments and multi-function business leaders
• Participate in regular operational review calls with Business Partners and Business Leaders
• Ongoing training of team members
• Identify and resolve recurring performance problems and improvement opportunities
• Responsible for the E2E distributor operations process (Planning, Ordering, & Operational Reporting).
• Responsible for export documentation & Subsidy.
  
  

Qualifications

• Minimum 4 years of experience in Sales/Sales Trade Management
• Bachelor’s degree in commerce/business administration/Supply China
• 4-5 years of previous experience as planner, logistics specialist or customer account specialist including the usage of relevant tools and software packages. Knowledge on cloud-based data analytics platforms
• Demonstrate sound financial acumen, data analysis strength with strong attention to detail
• Distibutors / Customer management capabilities
• Previous experience as a people leader
• Ability to provide superior customer service
• Propensity to learn PepsiCo software systems and MS Office programs
• Best-in-class time management skills, ability to multitask, set priorities and plan
• Strong use of influencing skills to gain alignment
• Experience with standard data resources and solutions (Syndicated POS, Panel, Retail Link, RSI)