Responsibilities Works with G0-To-Market Lead, Traditional Trade Lead, Modern Trade Lead, Sales Ops & GTM Capability Manager, Sector/BU to develop the annual operating plan (AOP), build strategy, and adjust sales systems, processes and capability Leads and develops GTM guidelines and sustain the different GTM mosaics to support short term and long-term business in order to build the competitive advantage for PepsiCo Plan and implement distribution infrastructure quality for future growth Work with key stakeholders to develop & drive distributor management process and define a detailed change management plan of new GTM and sales operating model (MTOM, TTOM) as well as capability building, to ensure the successful implementation Delivers against AOP targets Monitor & control distributor ROI, subsidy and incentives budget Work with sales team to drive S&D KPIs , route KPIs ( e.g., Strike rate, SKUs/bill) Be the subject matter expert on building advantage route using automated routing (Territory Planner) and sustain re-routing efforts leveraging customer level data and validated census opportunities Be the business lead for DMS & SFA implementation thru the sales analyst and co-ordinate with MU IT resource Performs periodic market visits to understand market dynamic, needs of AS&D, and validate the GTM implementation Define a detailed change management execution plan of new GTM and sales operating model by clearly articulate preparation work and requirement for the GTM guidelines within the MU as well as training requirement across the value chain (warehouse to delivery), in full alignment with ASMs & RSMs Ensure systems / tools and data availability to follow-up the results (especially for initiatives) and place corrective actions, if needed Develop and organize structure of GTM capability team to address business requirement (if require) Qualifications Minimum 5 -year experience in related field At least Bachelor’s degree graduated or MBA is preferable Experience selling in FMCG business, Go To Market and Route Sales operations Strong analytical skills to evaluate information related to the projects and problem-solving skills to develop solutions for specific operational issues and excellent execution Excellent communication (writing/verbal), presentation skills both TH/EN are required and the ability to influence and lead key stakeholders Strong focus on delivery and results with high drive and energy levels Process oriented and having eye for details Computer literate Proved record of building talents Capable of setting priorities and working under pressure Be able to multi-task, planning several events simultaneously Ability to work responsibly with minimal supervision Travel required for distributor set up and distributor health check in the upcountry