Territory Sales Representative

Pepsico•Harrisburg, PA

5d•Onsite

About The Position

Professional sales role with opportunities to grow your route. Be the face of PepsiCo in your territory. Comprehensive benefits package including medical, vision, and dental starting Day 1, plus company-provided retirement benefits, PTO, bonus eligibility, and tuition reimbursement eligibility. Stability as a Fortune 50 company that continues to grow. Exceptional brand recognition and industry-leading technology to make your job easier. Breadth of customer base from national to local independents. Size and depth of Pepsi portfolio separates us from the competition -- including Pepsi, Mountain Dew, Gatorade, Pure Leaf, Lipton, and Starbucks. Opportunity to gain experience developing others. Robust employee development program -- Build a Career with PBNA. Task variety -- No two days are the same as you support a wide range of customers. Competitive pay, bonus opportunities, and mileage reimbursement.

Requirements

18 years or older
Must have car to access multi-store locations within assigned shift
Valid U.S. driver's license and proof of insurance
Indefinite right to work in the United States

Nice To Haves

Experience in sales/selling (e.g., selling new products, promotions, new points of distribution, making deals, pricing).
Experience in account management (e.g., meeting targets in sales, execution and service, identifying account opportunities, growing existing accounts).
Experience with business-to-business selling (e.g., making sales calls, building relationships with customers, handling customer complaints).
Experience with incremental selling (e.g., selling above the standard order, suggesting additional product, upselling/suggestion selling).
Experience selling beverages and/or consumer products (e.g., making sales calls, filling orders, handling customer problems).
Experience with financial targets (e.g., achieving volume/sales/revenue targets, being held responsible for product breakage).
Experience with financials (e.g., profit margins, gross profit dollars).
Experience with fact-based selling (e.g., using retail sales data, industry data, consumer research, or other quantifiable data to support sales proposition to a retailer).
Experience with solutions selling (e.g., understanding a customer's specific needs and challenges and offering a tailored solution to meet those needs).
Experience upskilling or developing others (e.g., providing feedback, training others to perform tasks, encouraging others to improve performance).
Experience in customer service (resolving customer issues, ensuring appropriate communication with store managers, following up on customer requests).
Experience with merchandising (e.g., standards, planograms, product displays, stocking/rotating product, back-room organization).
Experience with managing inventory (e.g., current stock, projected sales, ordering/re-stocking).
Experience with in-store marketing (e.g., POP placement, building creative displays).
Experience working under limited supervision (performing job duties without constant direction and supervision).
Experience following safety procedures (e.g., using proper lifting techniques, following safety processes).
Experience with managing a route (e.g., prioritizing stops, setting a schedule, servicing accounts, managing delivery windows).
Experience using Microsoft Office Suite (e.g., Outlook, Word, Excel, PowerPoint).
Experience with PepsiCo sales applications including SMARTr and Savvy or similar selling applications
Proficiency with P.E.P.S.I and Premier

Responsibilities

Be the 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.
Provide an elevated level of professional selling and 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.
In large format and higher-volume accounts, drive incremental selling initiatives while influencing and leading 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.
Monitor and administer a high-level of 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).
Effectively 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.