Sales Associate

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