Sales Associate

7 months ago

Faizabad Uttar Pradesh, India PepsiCo Full time

**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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