CE Khurda

PepsiCo; Khordha; On-site; INR 400,000 - 700,000; Full time

Job summary

PepsiCo in Odisha seeks a dedicated Channel Executive to drive distributor partnerships and market expansion. You will plan routes, monitor performance, and work with PSRs to achieve monthly revenue targets.

Key responsibilities include increasing outlet coverage, SKU availability, and ensuring planogram adherence. The role emphasizes coaching, data-driven decision making, and strong customer relationships to sustain growth.

Qualifications

• Experience in FMCG or similar sales and distribution roles is desirable.
• Strong ability to plan routes and manage distributor networks.
• Proven coaching and motivational skills for field teams.

Responsibilities

• Delivering secondary monthly targets and gross revenue growth.
• Plan routes efficiently to increase productivity.
• Increase net distribution by serving more outlets.
• Increase SKU count to raise weighted distribution.
• Ensure stock availability and rack execution as per plan.
• Build relations with customers to enhance satisfaction.
• Train PSRs and set monthly targets.
• Coach PSRs on market execution and monitor performance.

Skills

Sales planning

Route optimization

Distributor management

Coaching PSRs

Education

Undergraduate degree or MBA preferred

Job description

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.

• Sec Value Achievement Vs. Plan
• Outlets/Distribution Addition
• Range Selling (Including focus on innovation)
• %age Outlet billed

Order Cancellation Rate

Responsibilities

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

Qualifications

Qualifications

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

Experience

- 2 Years- FMCG/ Similar Sales and Distribution