Customer Executive - Patna

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

Job summary

PepsiCo seeks a Commercial Executive to manage single/multiple distributors in the Patna market, driving joint business plans and sustainable sales capability. You will coach distributors and collaborate with the DB and sales teams to expand their business while resolving market challenges.

Primary focus is delivering revenue growth, improving market reach, and ensuring planogram compliance with FIFO standards, while building strong distributor relationships for long-term success.

Qualifications

• FMCG sales and distribution understanding.
• Data proficiency – ROI model.
• Basic English language skills.

Responsibilities

• Delivering Secondary monthly targets and Gross Revenue growth.
• Planning routes efficiently to increase productivity and reach.
• Increase Net Distribution by expanding outlets served.
• Increase Weighted Distribution by SKU count in outlets.
• Ensure stock availability and rack execution per planogram.
• Build and maintain distributor relationships for satisfaction and growth.

Skills

FMCG Sales

ROI Analysis

MS Excel

Basic English

Local language

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