Customer Executive- Kolkata

PepsiCo; Kolkata District; On-site; INR 600,000 - 900,000; Full time

Job summary

PepsiCo in Kolkata seeks a Channel Executive to drive distributor networks across the market. You will plan routes, set monthly targets, and coach PSRs to boost secondary sales, net distribution, and on-shelf availability in line with the Joint Business Plan.

You will also manage distributor relationships, ensure stock and FIFO compliance, and monitor performance. Local language skills and proficiency in Excel, Word, and Outlook are desirable.

Qualifications

• FMCG Sales and Distribution Model is required.
• Computer proficiency with Excel, Word and Outlook is expected.
• Local language skills (helpful) with basic English may be needed.
• Data proficiency – ROI Model is a plus.

Responsibilities

• Delivering Secondary monthly targets and Gross Revenue growth.
• Planning routes efficiently to increase productivity.
• Increase Net Distribution by increasing number of outlets 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.
• 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/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.

Skills

FMCG Sales and Distribution Model

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

• FMCG Sales and Distribution Model
• Computer – Excel, Word, Outlook
• Local language (good to have) and Basic English
• Data proficiency – ROI Model