Customer Sales Executive

1 week ago


Delhi, Delhi, India PepsiCo Full time

Overview:

Job Title:

Customer Sales Executive – Foods

Reports to:

Area Sales Manager

Organization / Function:

Commercial Unit

Level:

L02

General Purpose (Job Overview):

As the representative of PepsiCo in the market, the Customer Sales Executive for Foods is responsible for planning, deploying, and executing joint business plans, driving sustainable sales capabilities, and ensuring the growth of distributors' businesses.

The Key Responsibilities:

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

• Increasing Net Distribution by increasing number of outlet served

• Increasing 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: 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, Salesmen, 3rd Party

Qualifications:

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

Experience:

- 2 Years
- FMCG/ Similar Sales and Distribution



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