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Customer executive

pepsico india ltdINDIA

30+ days ago

Job description

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 Key Metrics

Sec Value Achievement Vs. Plan
Outlets / Distribution Addition
Range Selling (Including focus on innovation)
PERCENT 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 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 or Post Graduation

Experience

2 Years

FMCG / Similar Sales and Distribution

Locations

Delhi, India

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Customer Executive • INDIA

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