GTM经理，下沉市场;GTM Manger, Lower Tier
4 months ago
This role leads PepsiCo Foods GTM deployment, focusing in lower tier acceleration and key IDT LKA customer management. This role is responsible for IDT growth and investment efficiency. Its main scope incl.:
1) lower tier growth model design, key projects execution and investment management;
2) LKA customer business opty. identification, performance management, growth lever design and investment management
Responsibilities1) Develop Foods Lower tier acceleration model and deploy in all MUs; deliver strong and sustainable growth in lower tier markets • Develop and constantly upgrade Foods lower tier model; incl.:1) GTM coverage and distribution network; 2) push + pull model, esp. brand activation solutions in lower tier; 3) specific growth model in key regions, anti-competition• Implement lower tier model and projects with MU:1) ensure consistent deployment and business plan to roll out in all MUs; 2) lead effective GTM forums, processes and toolkits to enable UM/TDMs; 3) build business tracking and visibility to intervent; detailed projects incl.:o Lower tier distribution and activationo West expansiono Anti-competition• Manage GTM lower tier investments and ROI to ensure growth 2) Drive IDT LKA (local key accounts) growth by opty. identification, customer management and investments • Proactively assess LKA growth trends and opty. against market and other channels develop business opty. in customer expansion, distribution and perfect store execution• Enable LKA growth by capability building, leveraging MT models and solutions• Work with MU in specific customer management• Champion LKA investments incl. listing and perfect store execution; develop detailed investment model, deploy with MU and track ROI to ensure sustainable growth and compliance
Qualifications• Strong understanding of China FMCG trade structures – MT/TT/wholesale• Rich frontline experiences in business management, distributor management and operations• Excellent problem solving intrinsics with analytical skills and clear structured thinking to define problems and framworks• Strong & persuasive communication skills, influencing &collaboration skills• Executive maturity, high integrity & values driven• Willing to travel extensively to have firsthand understanding of issues across China
• Action biased and result oriented mindset• Strategic thinking with top-down and longer term perspectives• Leadership and influencing skills to implement in a complex environment
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