Job Description

:
Overview
Job Title
Customer Sales Executive - Foods
Reports to
Area Sales Manager
Organization / Function
Commercial Unit
Level
L03
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
Competencies
Knowledge
1. FMCG Sales and Distribution Model
2. Computer - Excel, Word, Outlook
3. Local language (good to have) and Basic English
4. Data proficiency - ROI Model
Skills
1. Negotiation
2. Communication
3. 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
3 Years
- FMCG/ Similar Sales
and Distribution