NAME FUNCTION Capability
DESIGNATION Capability Manager LOCATION Lahore
SALARY:140k-160k
REPORTS TO Capability Head DATE August 2010
JOB PURPOSE
(Summarize the main objective of the job in no more than one or two sentences).
To develop and lead the execution of trade marketing, distribution and merchandising plans and
strategies for the Bottlers, in line with the overall objective of the company for volume growth &
market share leadership by showcasing the benchmark distribution services to trade, and
creating a consumer focused BTL execution platform for all brands
POSITION IN ORGANISATION
(Detail job in relation to immediate supervisor, peers & subordinates, indicating grade
levels)
Reports to: Capability Head L11, Subordinates:0
PRINCIPAL ACCOUNTABILITIES
(Provide 4 - 8 examples of key accountabilities in rank order)
• Support & drive strategic plans to build an advantaged GTM system to ensure competitive
core brand availability covering all key channels.
• Develop & drive strategic sales growth plans for the business in partnership with Franchise
department.
• Develop & implement distribution plan for the bottlers recommending an effective distribution
network for availability & visibility of our brands with least OOS & maximum IS in weighted
outlets. ensuring Professional Project execution
• Deliver on the KPI’s of the business & deliver the Franchise university project
• Build and leverage Network within the bottlers to provide support for Sales System
Development, BPT’s Transfer, in-store execution and Training & Development initiatives.
• Help find and implement best practices in trade programs, communication techniques,
analysis etc. from PepsiCo community for delivering competitive edge to Sales & Trade
Programs.
• Ensure Program evaluation report at the end of cycle to evaluate activities / programs for
further improvement. Effective analysis / procurement / transactions.
• Help franchise department to Design, align and execute the Push Initiatives.
• Manage and ensure that own & bottler staff is utilized to gain maximum advantage in the
market and over competition by planning and monitoring their activities through market visits
and tour notes. Resource and Process optimization
• Ensure that all budgets are consumed in the most efficient and effective manner & regular
reviewing on all expenses in the activities driven by capability department. Ensuring that
control standing Procedures & Policies are followed in all the area. Budget Management ,
• Lead the Industry in innovative ways to retain Consumer & Trade Loyalty through Superior
Trade Marketing & Distribution Services by recommending innovative trade segmentation &
distribution drives.
• Identify on the basis of segmentation, group of outlets for enhancing our merchandising &
distribution focus activities. Processes, Practices, Methods
• Support departmental head in developing joint business plan development (AOP) and
strategic plan (IGP)
KEY PERFORMANCE INDICATORS (KPI’s)
Annual Operation Plan (AOP) targets for Capability to be achieved.
New category expansions – Juice & Energy category
AOP Volume delivery – CSDs and NCBs
NR & NOPBT delivery – as agreed in AOP
Maintain / Grow share
Increase in numeric and weighted distribution – Increase by 5 %
Responsibility for all bottlers- 07 Franchises and 11 Bottling Plants.
EXPERIENCE / COMPETENCIES REQUIRED
(Detail knowledge, skills and experience required)
Knowledge/Skill Experience Competencies
• MBA or equivalent from
a reputable organization
• Strong business
acumen, especially with
up todate sales,
consumer marketing and
financial skills and
knowledge
• Deep understanding of
total system economics
to drive strategic
initiatives (knowledge of
industry and competitive
activity, supply chain
and go to the market
knowledge
•
• Total 6–8 years
experience, out of which
over 2-3 years in hard
core sales
• Extensive experience
and track record of
successful market
execution
• Proven track record of
sales line role
experience
• Strong training
development and
delivery experience
• Passion for building frontline
capability to drive
business performance
• Results driven – strong
focus follow through from
design to implementation
and then ongoing
involvement and review
to ensure business needs
and targets are met.
• Talent Building
• Collaborating and
Influencing- Strong
interpersonal and
communication skills
• Ability to set the agenda
and build execution plan
• Ability to create and
leverage cross functional
relationships
• Strong people
management
capability
ENVIRONMENT
(I.e. Interfaces - describe the most frequent internal/external contacts)
Internal
MU Leadership Team and Managers, AMEA
Capability Team, BU counterparts & BUGM,
AMEA Capability Council Members.
External
Bottler owners, Bottler General managers and
staff, department / sub-department heads. Trade
Partners in Key Metro markets.
Send your CVs on fatima@pri.com.pk with subject line mentioned