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Segmentation - Sales Bus Dev Assoc Manager

5 months ago

مصر, Egypt PepsiCo Full time

**Responsibilities**:

- Leads channels PSP identifying channel roles and building channels long-term growth strategy
- Deliver Advanced Segmentation for key channels
- Build RVO Strategy based on segmentation
- Lead Perfect Store program across channels / segments
- Leads TOT Strategy in line with Perfect Store roadmap
- WCCE definition & coordination across channels
- Sales premiums design

**TASKS and CADENCE**
**Channel Strategy**
- Defines desired end state and roles for channels, steering investment & productivity decisions
- Identifies long term channel based Commercial strategies to accelerate channel growth and works with multifunctional teams to ensure plans are incorporated in business AOP cycle
- Tailor-made solutions to channel, sub-channels/ segments to drive incremental growth
- Redefining selling universe, whitespace channels
- Advanced Segmentation
- Leads analytics based segmentation for all channels to identify customer attractiveness and PEP right to win (TT advanced segmentation, SPM customer/region/store based, AFH sub channels etc)
- Defines strategic intent by clusters and leads development of tailor-made RVO strategies for each
- Define Internal segmentation & Map segmentation on Census to identify opportunities
- Adjust Call frequencies based on segmentation
- Update GTM models (Presell/ Hot sell/ Tel-sell/ WS)

**Perfect Store & TOT Strategy**
- Conducts perfect store capability assessment per channel working with sales & commercial teams and manage the opportunity definition & prioritization process for each channel
- Translating/ communicating the methodologies and principles for each step of the programme and toolkits received from ESSA team to related BU commercial teams
- Coordinate/track the integration of Perfect store elements into commercial planning cycles (iS&OP, ACP, Channel PSP)
- Lead the design of tracking & course correction process to ensure visibility of performance
- Develops merchandising strategy by channel / segments in line with PoS & Perfect Store roadmap
- Owns TOT innovation to step change execution in store
- Receive tracking from LBS of perfect stores
- Moniter performance & direct to remediation actions.
- Lead on actions taken cross functionally to ensure excellent execution as per standards

**WCCE**
- Champions WCCE process and capability building in BU, leveraging sector toolkits and best practices
- Develops the scope, approach and master calendar for WCCE across channels, leading reporting and tracking for excellence in implementation

Qualifications:

- 7-8 years’ experience in FMCG Sales/Sales Transformation
- Proven Business & people leadership skills
- Excellent business knowledge of sales, Perfect store and segmentation preferably in Beverages/FMCG industry.
- Very good command of English
- Outstanding communication and presentation skills
- Leveraging Financial concepts
- Influence key stakeholders
- Strategic mindset
- Very Good strategic planning
- Setting the agenda