01Overview
OverviewCE 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.ResponsibilitiesKey MetricsSec Value Achievement Vs. PlanOutlets/Distribution AdditionRange Selling (Including focus on innovation)%age Outlet billedOrder Cancellation RateMarketDelivering Secondary monthly targets and Gross Revenue growthPlanning routes efficiently to increase productivityIncrease Net Distribution by increasing number of outlet servedIncreases Weighted Distribution by increasing SKU count in existing outletsEnsuring stock availability and Rack Execution as per planogramRelationship building in the market to maximize customer satisfactionTraining & CommunicationOne-on-One training of PSRs to develop business understanding & sales capabilityMonthly target setting for each salesmenWorks with salesmen in market to coach him/her on market executionMonitors salesmen performance using regular sales reportsCommunicates incentives and motivates salesmen to achieve targetsDistributorDistributor/Hub/Spokes appointment and retirement for territoriesManaging DB health (ROI) by ensuring adherence to Joint Business planJointly responsible for recruitment and retention of sales representativesMinimizing expiry/stales by ensuring FIFO and stacking norms of productsTracking correct and timely delivery of orders in the marketEnsuring food compliance of every distributorFacilitating development of distributor on PepsiCo sales competenciesQualificationsKey Capabilities / CompetenciesCompetenciesKnowledgeFMCG Sales and Distribution ModelComputer - Excel, Word, OutlookLocal language (good to have) and Basic EnglishData proficiency - ROI ModelSkillsNegotiationCommunicationPeople managementTime ManagementCritical ThinkingAnalytical AbilityProblem SolvingKey InterfacesInternalArea Sales ManagerMarket Development ManagerSales Development ManagerRevenue ManagerSupply Chain ManagerUnit Finance ManagerUnit HR ManagerExternalCustomersDistributorsSalesmen 3rd PartyQualificationsAny under graduation or Post GraduationFMCG/ Similar Sales and Distribution .
