• Job Description

  Req#: 400884
  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.
  
  Responsibilities
  
  
  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 or Post Graduation Experience
  
  
  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 or Post Graduation Experience
  
  
  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

• About the company

  PepsiCo, Inc. is an American multinational food, snack, and beverage corporation headquartered in Harrison, New York, in the hamlet of Purchase. PepsiCo's business encompasses all aspects of the food and beverage market. It oversees the manufacturing, distribution, and marketing of its products.

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