Area Sales Manager – Gurgaon
  • PepsiCo
  • On-Site
  • 7 months ago
Mid-Senior Level
40,000 - 50,000
Gurugram, Haryana

About the job


Main purpose:

ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.


Key Accountability:

Strategy and AOP

  • AOP target planning & tracking for CEs that are consistent with Unit plan
  • Execute necessary plans to consistently grow shares in each category as per plan
  • Ensure transparent communication to the field team including partners
  • Managing discounts and distributor margins
  • Setting up and Retiring DB channels and guide on standard operating procedures

Market Share

  • Improve market share by increasing net distribution and weighted distribution
  • Activate brands - Pack wise & channel wise activities to improve Market Share
  • Ensure asset productivity and drive corporate/regional marketing agenda
  • Develop team capabilities to address channel partner stability related issues
  • Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
  • Possess high competition intelligence in constant monitoring of all competition

Team Building

  • Assess performance capability & providing development feedback to team
  • Recognize CEs on internal/external platforms
  • Partner with Sales HR and drive Core People Processes across the team
  • Own the frontline functional skill development and Development Action Plan


Key Capabilities / Competencies:



  • FMCG sales overview
  • Distribution Business
  • Computer Proficiency – Excel, Word, PPT, Outlook
  • Local Language and English
  • ROI Understanding


  • Negotiation
  • Communication
  • People management
  • Time Management
  • Critical Thinking
  • Analytical Ability
  • Problem Solving


  • Any under graduation
  • Post Graduation (Tier 2/3 College)
  • Preferable MBA


  • 6 Years
  • FMCG Sales

(Similar GTM)

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands – such as Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker and SodaStream – that generate more than $1 billion each in estimated annual retail sales. At PepsiCo, you get the best of both worlds: an entrepreneur’s mindset plus reach and resources. Our collaborative culture and worldwide presence generate a stream of new opportunities to define the future and propel your life’s work. Bring your unique perspective. Bring curiosity. Bring ingenuity, and drive. We’ll give you a platform to be daring on a global scale.