Large Format Presell Representative

Pepsico•Buena Park, CA

5d•Onsite

About The Position

This is a professional sales role where you will be the face of Pepsi in your territory, responsible for growing business in assigned large accounts such as supermarkets and mass merchants. You will generate sales by utilizing data, trends, and fact-based selling, and order products to be delivered and merchandised by another Pepsi employee. You will drive incremental selling opportunities, volume, revenue share, and profit growth by managing communications with store owners, managers, and other potential buyers. You will also influence and lead collaboration with a team of Merchandisers, manage all aspects of sales execution in large format accounts, and execute local and national marketplace initiatives and promotions. This role requires collaboration with various teams to ensure high levels of customer service, product availability, rotation, and appropriate pricing. You will learn new technologies and selling skills to grow accounts and create efficiencies, while supporting Pepsi's strong safety culture. Flexibility in schedule, including early mornings and potential evenings, is required. Periodically, you may need to lift up to 40 lbs and use a pallet jack for inventory management.

Requirements

18 years or older
Must have car to access multi-store locations within assigned shift
Valid driver's license and proof of insurance

Nice To Haves

Experience in sales/selling (Selling new products, promotions, new points of distribution, making deals, pricing).
Experience with business-to-business selling (e.g., making sales calls, building relationships with customers, handling customer complaints, etc.).
Experience with incremental selling (e.g., selling above the standard order, suggesting additional product, up selling/suggestive selling, etc.).
Experience with managing a route (e.g., prioritizing stops, setting a schedule, servicing accounts, managing delivery windows, etc.).
Experience with managing inventory (e.g., current stock, projected sales, ordering/re-stocking, etc.).
Experience with merchandising (e.g., standards, planograms, product displays, stocking/rotating product, back-room organization, etc.).
Experience with technology applications (e.g., mobile technology, using apps, etc.).
Experience in customer service (resolving customer issues, ensuring appropriate communication with store managers, following up on customer requests).

Responsibilities

Be the primary store-level salesperson to large accounts like supermarkets and mass merchants, responsible for growing business in assigned accounts.
Generate sales utilizing data, trends, and fact-based selling.
Orders products to be delivered and merchandised by another Pepsi employee.
Drive local and national incremental selling opportunities, volume, revenue share and profit growth by owning and managing communications with Store Owners, Store Managers, and other potential buyers.
Influence and lead collaboration with a team (called a Pod) of Merchandisers, who will serve as primary in-store service execution providers.
Create an agenda and lead daily Pod meeting.
Manage all aspects of sales execution in large format accounts including upselling (e.g. incremental displays), writing new orders, and managing product inventory levels within assigned accounts.
Generate sales by using fact-based selling, conducting business reviews, building and leveraging customer relationships, identifying opportunities, developing the sales strategy and ensuring exceptional customer service.
Support and collaborate with team of Merchandisers on customer service excellence, display execution, and inventory management.
Communicate displays sold and execution needs in large format accounts to Merchandisers to ensure they prepare for their product display build and/or inventory management.
Cultivate strong relationships with customers, identify local selling opportunities, including history of sales, and implement a tailored approach to each store.
Execute local and national marketplace initiatives and promotions to build brands and maximize brand performance.
Collaborate closely with Territory Sales Leaders, Large Format Sales District Leaders and Merchandisers, and interact with Key Account Managers to target incremental selling opportunities and drive Key Performance Metrics (e.g., Revenue, Volume, Share, Waste, and Profit).
Communicate with cross functional teams (e.g. deliver and warehouse) to ensure high levels of customer service.
Confirm that product is available, rotated, and priced appropriately.
Learn new technologies (e.g. PowerBI), products, and selling skills to grow the accounts and create efficiencies.
Support Pepsi's strong safety culture by adhering to all safety standards and procedures.
Be flexible and available to work a schedule that includes early mornings and may include evenings.
Periodically lift up to 40 lbs. while performing work activities.
Handle and move product cases and utilize a pallet jack as needed to inspect inventory levels and expiration dates as part of the ordering and inventory management process.