Customer Executive Sales - Bengaluru

General Purpose
(Job Overview)

CE handles single/multiple distributors ranging over different scale of business. He/She 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/She 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 (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 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
Sales Representatives | 3rd PartyRole & responsibilities

Preferred candidate profile