PepsiCo

Job Description
Overview

Job Title
Customer Sales Executive – Foods
Reports to
Area Sales Manager
Organization / Function
Commercial Unit

Responsibilities General Purpose(Job Overview)
CE handles single/multiple distributors ranging over different scale of business. He is the representation of PepsiCo in market who is responsible for planning, deploying and executing joint business plans and driving sustainable sales capability.

The CE will help distributor expand his business by coaching and working with the DB and/or the team of sales representatives. He will be instrumental in resolving market challenges and ensuring incremental business.
Key Metrics
•       Sec Value Achievement Vs. Plan

•       Outlets/Distribution Addition

•       Range Selling (Including focus on innovation)

•       %age Outlet billed

•       Order Cancellation Rate

Market

•       Delivering Secondary monthly targets and Gross Revenue growth

•       Planning routes efficiently to increase productivity

•       Increase Net Distribution by increasing number of outlet served

•       Increases Weighted Distribution by increasing SKU count in existing outlets

•       Ensuring stock availability and Rack Execution as per planogram

•       Relationship building in the market to maximize customer satisfaction

 

Training & Communication

•       One-on-One training of PSRs to develop business understanding & sales capability

•       Monthly target setting for each salesmen

•       Works with salesmen in market to coach him/her on market execution

•       Monitors salesmen performance using regular sales reports

•       Communicates incentives and motivates salesmen to achieve targets

 

Distributor

•       Distributor/Hub/Spokes appointment  and retirement for territories

•       Managing DB health (ROI) by ensuring adherence to Joint Business plan

•       Jointly responsible for recruitment and retention of sales representatives

•       Minimizing expiry/stales by ensuring FIFO and stacking norms of products

•       Tracking correct and timely delivery of orders in the market

•       Ensuring food compliance of every distributor

•       Facilitating development of distributor on PepsiCo sales competencies
Qualifications Key Capabilities / Competencies

Get Free Job Alerts On WHATS APP – JOIN TODAY

 

 

Get Free Job Alerts On TELEGRAM CHANNAL  – JOIN TODAY

 

 

 

 

Competencies

Knowledge1. FMCG Sales and Distribution Model2. Computer – Excel, Word, Outlook3. Local language (good to have) and Basic English 4. Data proficiency – ROI ModelSkills1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving
Key Interfaces

Internal

Area Sales Manager Market Development Manager Sales Development Manager Revenue Manager Supply Chain Manager Unit Finance Manager Unit HR Manager

External

Customers Distributors Salesmen | 3rd Party

Qualifications

– Any under graduation- Post Graduation (Tier 2/3 College)- Preferable MBA
Experience

– 2 Years- FMCG/ Similar Sales   and Distribution

 

About us
PepsiCo is a playground for curious people. We invite thinkers, doers, and changemakers to champion innovation, take calculated risks, and challenge the status quo. From executives to team members on the front lines, we’re excited about the future. We take chances. Together, we dare to make the world a better place. Our associates are the magic ingredient. Each of them plays an integral role in helping create deep connections between people and our products. Think about your last group celebration: Chances are, one of our iconic brands was by your side. At PepsiCo, you’re invited to be a part of a global team of innovators who make, move, and sell these products—which are enjoyed by more than 1 billion people a day. A career at PepsiCo means working in a culture where everyone’s welcome. Here, you can dare to be yourself. No matter who you are or where you’re from, you can influence the people around you and the world at large. By showing up, you’ll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.