01Overview
Overview
CE 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.
Responsibilities
Sec Value Achievement Vs. PlanOutlets/Distribution Addition Range Selling (Including focus on innovation)%age Outlet billedOrder Cancellation Rate
Market
Delivering 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 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 capabilityMonthly target setting for each salesmen Works with salesmen in market to coach him/her on market executionMonitors salesmen performance using regular sales reportsCommunicates incentives and motivates salesmen to achieve targets
Distributor
Distributor/Hub/Spokes appointment and retirement for territoriesManaging DB health (ROI) by ensuring adherence to Joint Business plan Jointly 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 competencies
Qualifications
Qualifications
Any under graduation or Post Graduation
Knowledge1. FMCG Sales and Distribution Model2. Computer Excel, Word, Outlook3. Local language (good to have) and Basic English 4. Data proficiency ROI ModelSkills1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving .
