Customer Executive Sales

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

Job summary

PepsiCo in India is seeking a Distributors/Channel Executive to manage distributors and execute joint business plans. You will coach PSRs, drive planogram compliance, and expand outlet reach to boost gross revenue and market share.

The role requires strong negotiation, communication, and leadership skills, with a focus on channel development, route optimization, and customer satisfaction in the Haryana region.

Qualifications

• Undergraduate or postgraduate degree.
• Knowledge of FMCG sales and distribution model.
• Proficiency in Excel, Word and Outlook.
• Data proficiency — ROI model.

Responsibilities

• Achieve value achievement vs. plan.
• Expand outlets/distribution.
• Sell across ranges including focus on innovation.
• Monitor outlet billing percentage and order accuracy.
• Manage route planning to increase productivity.
• Build relationships in the market to maximize customer satisfaction.

Skills

Negotiation

Communication

People management

Time Management

Critical Thinking

Analytical Ability

Problem Solving

Education

Undergraduate or Postgraduate

Tools

Excel

Word

Outlook

Job description

Overview

CE handles single/multiple distributors ranging over different scale of business. He is 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 his 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.

Responsibilities

• Sec Value Achievement Vs. Plan
• Outlets/Distribution Addition
• Range Selling (Including focus on innovation)
• %age Outlet billed
• Order Cancellation Rate

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 salesmen
• Works with salesmen in market to coach him/her on market execution
• Monitors salesmen performance using regular sales reports
• Communicates incentives and motivates salesmen 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

Qualifications

- Any under graduation or Post Graduation

Knowledge1. FMCG Sales and Distribution Model2. Computer - Excel, Word, Outlook3. Local language (good to have) and Basic English 4. Data proficiency - ROI ModelSkills1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving