Customer Executive

Overview

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.

Sec Value Achievement Vs. Plan

Outlets/Distribution Addition

Range Selling (Including focus on innovation)

%age Outlet billed

Order Cancellation Rate

ResponsibilitiesResponsibilities: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 satisfactionTraining & 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 targetsDistributor

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

QualificationsQualifications:Competencies

Knowledge1. FMCG Sales and Distribution Model2. Computer Excel, Word, Outlook3. Local language (good to have) and Basic English4. Data proficiency ROI Model

Skills1. Negotiation2. Communication3. People management4. Time Management5. Critical Thinking6. Analytical Ability7. Problem Solving

Key InterfacesInternalArea Sales Manager Market Development ManagerSales Development ManagerRevenue ManagerSupply Chain ManagerUnit Finance ManagerUnit HR Manager

ExternalCustomersDistributorsSalesmen | 3rd Party

Qualifications :- Any under graduation- Post Graduation (Tier 2/3 College)- Preferable MBA

Experience:- 2 Years- FMCG/ Similar Sale sand Distribution