Sales Technology

3 weeks ago

Germiston, South Africa PepsiCo Full time

Overview:
**About PepsiCo**

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

**Responsibilities**:
**What we’re looking for**:
Develop and optimize sales & delivery route plans for the different Business Units inline with strategic GTM, Channel and CS&L priorities while minimizing cost to serve. Implement sector recommended routing tools and methodology. Conduct time & motion studies, proactively engage with regional sales & CS&L teams to analyze current service levels and capacity gaps and identify cost / operational efficiencies. Do customer footprint analysis in comparison between BU’s to identify white spave where customer expansion can be done. Engage with Distributors and Commercial teams to develop and build service options in white spaces. Support design and implementation of PGT and PACE in the Commercial environment. Support the cashless expansion in the van sales business area.

**Strategy**:

- Work closely with CS&L leadership team, network optimization, Delivey planning & fleet optimization projects
- Work closely with Regional sales operations team and GTM team in projects related to Customer footprint expansion, GTM mosaic changes, sales route optimization and new route addition plans.
- Support Distributor COE and regional sales team in planning distributor infrastructure for new distributors and optimizing route plans for existing distirbutors
- Create spatial views / dashboards that help steer strategic direction for above mentioned projects across CS&L, GTM, Sales Operations functions.

**Route Development and Optimization**
- Work with Sales / CS&L project teams on Pre-work Requirements - Validating Customer master file, customer segmentation, validating service frequency and geocoordinates
- Conduct Routing process using sector recommended tools and process
- Lead Data Collection
- Conduct Customer segmentation (Sector methodology)
- Propose service frequency optimizations/ align with Frontline
- Input outlet and DC data into routing software, model current state to establish baseline and validate data
- Prepare routing scenarios to assess headcount needs/savings
- Create new routes as per aligned business objectives
- Prepare and execute change management plan

**Change Management**:

- Proactively engage with Regional Manager CS&L team to get buyin on improvement plans.
- Lead discussions with frontline executing teams and incorporate practical feedback into routing plans
- Ensure Routing plan is implemented flawlessly and support the frontline team through transition
- Ensure Sustainability of route plans through periodic review of Route metrics including volume growth, Route KPI’s, Financial metrics, Customer Satisfaction
- Periodically conduct time & motion study based on changing business / operation dynamics and implement changes to routing plans.

**Capability Development**
- Work with sector routing SME to stay upto date with latest tools and methodologies
- Build routing analyst capability by training new routing analysts based on project and business needs.
- Continuously review and scrub geo-fencing data to ensure accuracy

Qualifications:
**What will qualify you for the role**:

- 3-year Tertiary Qualification, specifically in an Economics, Management, Technical or Maths field coupled with at least 5 years’ experience in Sales or Logistic management experience
- Proven compency in route planning, territory analysis tools e.g. Roadnet, Spatial Excel is a plus.
- Knowledge and experience of SAP and NewsPage is advantagous

**“PepsiCo is an Equal Opportunity Employer in line with the Employment Equity Act"

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