Job Description

Overview:
Job Title



Customer Sales Executive - Foods

Reports to



Area Sales Manager

Organization / Function



Commercial Unit

Level



L02

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.



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 | 3 rd Party Qualifications • Any under graduation
• Post Graduation (Tier 2/3 College)
• Preferable MBA
Experience • 2 Years
• FMCG/ Similar Sales

and Distribution