Customer Executive - Patna

PepsiCo Inc.; Patna; On-site; INR 400,000 - 800,000; Full time

Job summary

PepsiCo Inc. in India seeks a field operations specialist to drive distributor performance and sales capability across markets. You will coach PSRs, manage routes, and ensure execution of joint business plans to achieve revenue growth.

The role focuses on expanding outlet reach, improving stock availability, and maintaining compliance while maintaining strong relationships with distributors and sales teams.

Qualifications

• FMCG sales and distribution model understanding.
• Computer skills in Excel, Word, and Outlook.
• Local language proficiency plus basic English.
• Data proficiency with ROI modeling.

Responsibilities

• Delivering secondary monthly targets and gross revenue growth.
• Plan routes efficiently to boost productivity.
• Increase net distribution by outlets served.
• Increase weighted distribution by SKU count.
• Ensure stock availability and rack execution per planogram.
• Build relationships 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 salespeople on market execution.
• Monitor salesperson performance using regular sales reports.
• Communicate incentives and motivate targets.
• Distributor/hub/spokes appointment and retirement for territories.
• Manage distributor DB health and adherence to Joint Business plan.
• Recruitment and retention of sales representatives.
• Minimize expiry/stales by FIFO and stacking norms.
• Track correct and timely delivery of orders.
• Ensure food compliance of every distributor.
• Develop distributor on PepsiCo sales competencies.

Skills

FMCG sales & distribution

ROI modeling

Education

Excel/Word/Outlook proficiency

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

1. 1. FMCG Sales and Distribution Model
2. 2. Computer – Excel, Word, Outlook
3. 3. Local language (good to have) and Basic English
4. 4. Data proficiency – ROI Model