Job Description

Overview: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:Accountability: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:

Qualifications:Key Capabilities / Competencies CompetenciesKnowledge1. FMCG Sales and Distribution Model2. Computer xe2x80x93 Excel, Word, Outlook3. Local language (good to have) and Basic English4. Data proficiency xe2x80x93 ROI ModelSkills1. Negotiation2. Communication3. People management4. Time Management5. Critical Thinking6. Analytical Ability7. Problem SolvingKey InterfacesInternalArea Sales ManagerMarket Development ManagerSales Development ManagerRevenue ManagerSupply Chain ManagerUnit Finance ManagerUnit HR ManagerExternalCustomersDistributorsSalesmen | 3rd PartyQualifications- Any under graduation- Post Graduation (Tier 2/3 College)- Preferable MBA Experience- >4 Years- FMCG/ Similar Salesand Distribution

PepsiCo