Territory Sales Representative

About the role

A professional sales role with opportunities to grow your route. Be the face of PepsiCo in your territory.

Responsibilities

• Primary territory salesperson to all account types in an assigned geography including smaller accounts like convenience and gas stores, small grocery stores, drug stores, and dollar stores, as well as large accounts like supermarkets and mass merchants.
• Drive revenue share and profit growth by owning and managing communications with Store Owners, Store Managers, and other potential buyers.
• Manage all aspects of sales in all small format and low-volume accounts, including upselling, writing new orders, and managing inventory as contracted with each customer, as well as offering support as needed.
• Influence and lead collaboration with a team (called a pod) of Merchandisers, who will serve as primary in-store service execution providers.
• Develop and motivate a team of Merchandisers on accurate and timely order submission, customer service excellence, display execution, and inventory management.
• Grow and develop customers in assigned territory.
• Maintain contract compliance (Pepsi's Customer Development Agreement) specifically in small format accounts.
• Communicate incremental displays sold and product needs in large format accounts to Merchandisers to ensure they prepare for their installation, build, and/or management.
• Provide superior customer service and cultivate strong relationships with customers to develop the sales strategy associated with each customer.
• Execute local and national marketplace initiatives and promotions to build brands and maximize brand performance.
• Collaborate closely with Key Account Managers, Territory Sales Leads, and Merchandisers to target incremental selling opportunities and drive Key Performance Metrics (e.g., Revenue, Share, Waste, and Profit).
• Sell small format annual Customer Development Agreements, holiday promotions, and various initiatives with key customers.
• Ensure that product is available, rotated, and priced appropriately.
• Be flexible and work a schedule that includes early mornings (e.g., 4 am) and may include evenings and/or weekends.
• Periodically lift up to 40 lbs. while performing work activities.

Requirements

• 18 years or older
• Valid U.S. driver's license and proof of insurance
• Indefinite right to work in the United States
• Experience in sales/selling
• Experience in account management
• Experience with business-to-business selling
• Experience with incremental selling
• Experience selling beverages and/or consumer products
• Experience with financial targets
• Experience with financials
• Experience with fact-based selling
• Experience with solutions selling
• Experience upskilling or developing others
• Experience in customer service
• Experience with merchandising
• Experience with managing inventory
• Experience with in-store marketing
• Experience working under limited supervision
• Experience following safety procedures
• Experience with managing a route
• Experience using Microsoft Office Suite
• Experience with PepsiCo sales applications including SMARTr and Savvy or similar selling applications