Job Description

Responsibilities



Main Responsibilities & Tasks



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 (Pre-Sales Representatives) to develop business understanding & sales capability

Monthly target setting for each salesmen

Works with PSRs in market to coach him/her on market execution

Monitors PSR performance using regular sales reports

Communicates incentives and motivates PSRs 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




Key Capabilities / Competencies



Competencies

Knowledge

1. FMCG Sales and Distribution Model 2. Computer \xe2\x80\x93 Excel, Word, Outlook 3. Local language (good to have) and Basic English 4. Data proficiency \xe2\x80\x93 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 Sales Representatives | 3 rd Party
Qualifications



Qualifications

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



Experience

- 2 Years - FMCG/ Similar Sales and Distribution