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Segmentation - Sales Bus Dev Assoc Manager

2 weeks 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