Customer Executive

PepsiCo; Lucknow; On-site; INR 4,00,000 - 6,00,000; Full time

Job summary

A leading FMCG company seeks a Customer Executive in Lucknow to represent the organization, execute business plans, and drive distributor sales growth. Responsibilities include coaching sales teams, managing distributor relationships, and ensuring compliance with business plans. The ideal candidate has knowledge of FMCG sales, strong communication skills, and experience in a similar role.

Qualifications

• Knowledge of FMCG sales and distribution model.
• Proficiency in the local language and basic English.
• Experience in FMCG or similar sales and distribution roles.

Responsibilities

• Plan, deploy, and execute joint business plans.
• Coach and work with sales representatives to resolve market challenges.
• Ensure incremental business growth by building customer relationships.

Skills

Negotiation

Communication

People management

Time management

Critical thinking

Analytical ability

Problem solving

Education

Any undergraduate or postgraduate degree

Tools

Excel

Word

Outlook

Job description

Overview

CE handles single/multiple distributors ranging over different scales of business. He is the representation of PepsiCo in the market who is responsible for planning, deploying, and executing joint business plans and driving sustainable sales capability.

The CE will help distributors expand their 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 growth.

Responsibilities

Key Metrics

• Sales Value Achievement vs. Plan
• Outlet/Distribution Addition
• Range Selling (Including focus on innovation)
• Percentage of Outlets Billed
• Order Cancellation Rate

Market

• Delivering secondary monthly targets and gross revenue growth
• Planning routes efficiently to increase productivity
• Increasing net distribution by increasing the number of outlets served
• Increasing weighted distribution by increasing SKU count in existing outlets
• Ensuring stock availability and rack execution as per planogram
• Building relationships in the market to maximize customer satisfaction

Training & Communication

• One-on-one training of PSRs to develop business understanding and sales capability
• Monthly target setting for each salesperson
• Working with salespeople in the market to coach on market execution
• Monitoring sales performance using regular sales reports
• Communicating incentives and motivating salespeople to achieve targets

Distributor

• Appointing and retiring distributors/hubs/spokes for territories
• Managing distributor health (ROI) by ensuring adherence to joint business plans
• 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 distributors on PepsiCo sales competencies

Qualifications

Key Capabilities / Competencies

Competencies

Knowledge

• FMCG sales and distribution model
• Computer skills – Excel, Word, Outlook
• Proficiency in local language (preferred) and basic English
• Data proficiency – ROI model

Skills

• Negotiation
• Communication
• People management
• Time management
• Critical thinking
• Analytical ability
• 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 undergraduate or postgraduate degree
• Experience in FMCG or similar sales and distribution roles