Sales Associate
2 weeks ago
Responsibilities:
**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 | 3**
**rd**
**Party**
Qualifications:
**Qualifications**
- **Any under graduation**:
- **Post Graduation (Tier 2/3 College)**:
- **Preferable MBA**
**Experience**
- **2 Years**:
- **FMCG/ Similar Sales**
**and Distribution
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