Customer Executive

PepsiCo Inc.; Ranchi; On-site; INR 500,000 - 800,000; Full time

Job summary

PepsiCo is seeking a Commercial Excellence/Channel Executive in Ranchi to manage distributors, coach sales teams, and drive market expansion. The role entails planning routes, ensuring stock and planogram compliance, and building strong distributor relationships to improve sales and ROI.

Ideal candidates will have FMCG distribution experience, proficiency in Excel/Word/Outlook, and strong negotiation, communication, and leadership skills to drive performance in a dynamic market.

Qualifications

• FMCG sales and distribution knowledge required.
• Proficiency in Excel, Word, Outlook.
• Basic English; local language helpful.
• Data proficiency including ROI modeling.

Responsibilities

• Delivering secondary monthly targets and gross revenue growth.
• Plan routes efficiently to increase productivity.
• Increase Net Distribution by increasing number of outlets served.
• Increase Weighted Distribution by increasing SKU count in existing outlets.
• Ensure stock availability and rack execution as per planogram.
• Relationship building in the market to maximize customer satisfaction.
• One-on-one training of PSRs to develop business understanding and sales capability.
• Monthly target setting for each salesperson.
• Coach market salespeople on execution and monitor performance.
• Communicate incentives and motivate sales teams.
• Distributor/Hub/Spokes appointment and retirement for territories.
• Manage distributor health (ROI) by adherence to Joint Business Plan.
• Recruitment and retention of sales representatives.
• Minimize expiry/stales by FIFO and stacking norms.
• Track delivery accuracy and ensure food compliance.

Skills

Negotiation

Communication

People management

Time Management

Critical Thinking

Analytical Ability

Problem Solving

Tools

Excel

Word

Outlook

Job description

Overview

CE handles single/multiple distributors ranging over different scale of business. They are 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 their business by coaching and working with the DB and/or the team of sales representatives. They will be instrumental in resolving market challenges and ensuring incremental business.

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 to develop business understanding & sales capability
• Monthly target setting for each salesperson
• Works with salesperson in market to coach them on market execution
• Monitors salesperson performance using regular sales reports
• Communicates incentives and motivates salesperson 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

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