Divisional Sales Director

The Division Sales Director is responsible for KDP’s brand development and team capabilities within the for KDP’s Independent Pepsi Sales Organization (IPSO). The role leads a sales team skilled at business development across channels and segments in the pursuit of annual volume and share growth. The IPSO Division Sales Director will develop and lead business strategy and accountability required to manage effective coverage supporting the KDP/ IPSO customer partnership, while operating within assigned budgets and compliance disciplines.

The Division Sales Director South territory is responsible for, but not limited to, IPSO areas within the PBNA South Division. States included in this territory are Florida, Georgia, Louisiana, and Arkansas. Role will be based in Orlando, FL and will lead a team of Regional Sales and Territory Sales Managers with accountability to annual volume and budget plans for the aligned KDP Pepsi Bottlers estimated at 32 Million 288oz cases.

This role will oversee operating expenses, several field budgets, and overall bottler and retailer customer development and will be responsible for supporting KDP National Brand Strategy by promoting core brand alignment (predominantly Dr Pepper). This includes selling in new products to bottler partners through effective plan development and support programs in conjunction with KDP annual plans.

The Division Sales Director will negotiate business plans with the PBNA Division Leadership and instill the concept of Joint Business Planning targeting channel, segment, and retailer development.

Responsibilities:

You will contribute in this role by leading the PepsiCo Beverage North America (PBNA) South Division team in meeting or exceeding volume and profit objectives by managing PBNA partnerships and retail and foodservice customer relationships. Your goal will be to increase volume through an efficient and effective geographic coverage plan while remaining within an assigned budget.

An important element of the position is developing and training a diverse sales team that covers a wide geographic area. Maintaining and increasing an efficient and effective coverage plan within an assigned budget is important to success. Over time it is expected that the Division Sales Director will help lead per capita development of KDP brands (specifically Dr Pepper)

Key Coverage Points:

• PBNA South Division office
• President, SVP Commercial, VP Retail, and VP General Managers, and their leadership teams
• Commercial, Marketing and Channel planning functions
• Align with internal business partners: Account Development managers, Bottler Activation Managers, and National Retail Sales team
• VP, Directors, and Key Account PBNA selling teams
• Market Directors and field execution team members

Division Sales Director will be responsible for instilling practices and routines that supply the IPSO Leadership with timely and accurate data as well as being the leadership and local expert on all issues relating to the specific South Division including;

• Case Sales Analysis
• Performance insight
• Retailer Insight and Defined Annual Business Plans
• Syndicated data, such as IRI
• Budget tracking and allocation compliance
• Team Development
• Competitive Insight
• Margin Minder Benchmarks and Reporting

• 5 years sales experience with a CPG (beverage) company
• 5 years of experience managing Distributors within a (DSD) Direct Store Delivery route to market
• 5 years of experience using MS Office products like PowerPoint and Microsoft Excel and Trade Promotions Management (preferably Demantra)
• Minimum 2 years’ analyzing IRI and/or Nielsen and iDig or other VIP level sales data
• Minimum 3 years managing a team is preferred.

• Benefits, subject to election and eligibility: Medical, Dental, Vision, Disability, Paid Time Off (including paid parental leave, vacation, and sick time), 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
• Annual bonus based on performance and eligibility