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
Responsibilities
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
Qualifications
Key Capabilities / Competencies
Competencies
Knowledge
FMCG Sales and Distribution Model
Computer – Excel, Word, Outlook
Local language (good to have) and Basic English
Data proficiency – ROI Model
Skills
Negotiation
Communication
People management
Time Management
Critical Thinking
Analytical Ability
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
Post Graduation (Tier 2/3 College)
Preferable MBA
Experience
2 Years
FMCG/ Similar Sales
and Distribution
Seniority level
Not Applicable
Employment type
Full-time
Job function
Sales
Industries
Food and Beverage Services and Manufacturing
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