Field Sales Management Assoc Coord

PepsiCo; Ballari District, Bharuch District; Presencial; INR 450 000 - 650 000; Tempo integral

Resumo da oferta

PepsiCo is seeking a Channel Executive in Karnataka, India, to plan, deploy and execute joint business plans with distributors and drive sustainable sales capability. You will coach PSRs, monitor performance and help expand distributor networks while ensuring compliance and stock availability.

Key activities include achieving monthly secondary targets, improving distribution metrics, and building strong market relationships to maximize customer satisfaction.

Qualificações

• Qualifications: Any graduation or post graduation.
• Experience: 2-3 years in FMCG or similar sales and distribution.

Responsabilidades

• Delivering secondary monthly targets and gross revenue growth.
• Plan routes efficiently to increase productivity.
• Increase net distribution by serving more outlets.
• Increase weighted distribution by SKU expansion in outlets.
• Ensure stock availability and rack execution per planogram.
• Build relationships in the market to maximize customer satisfaction.

Conhecimentos

Negotiation

Communication

People management

Time Management

Critical Thinking

Analytical Ability

Problem Solving

Formação académica

Any graduation or Post Graduation

Ferramentas

Excel

Word

Outlook

Descrição da oferta de emprego

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

Key Metrics

• 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

Key Capabilities / Competencies

Competencies

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

Key Interfaces

Internal

Area Sales ManagerMarket Development ManagerSales Development ManagerRevenue ManagerSupply Chain ManagerUnit Finance ManagerUnit HR Manager

External

CustomersDistributorsSalesmen | 3rd Party

Qualifications

Qualifications

- Any graduation or Post Graduation

Experience

- 2-3 Years- FMCG/ Similar Sales and Distribution