Auto req ID: 262358BR
Job Description
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
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 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
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/Requirements
MBA / Master
Relocation Eligible: Eligible for Standard Relocation
Job Type: Regular
