Customer Sales Executive - Raipur

Overview

CE handles single/multiple distributors ranging over different scale of business. They are 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 their business by coaching and working with the DB and/or the team of sales representatives. They will be instrumental in resolving market challenges and ensuring incremental business.

Responsibilities

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 salesperson

Works with salesperson in market to coach them on market execution

Monitors salesperson performance using regular sales reports

Communicates incentives and motivates salesperson 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

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