Field Sales Management Assoc Coord

PepsiCo Inc.; Ballari District; On-site; INR 450,000 - 750,000; Full time

Job summary

PepsiCo Inc. in Ballari, Karnataka seeks a Channel Executive (CE) to handle single/multiple distributors, plan, deploy and execute joint business plans, and drive sustainable sales capability.

You will coach distributors, work with sales reps, resolve market challenges, and drive incremental business while expanding outlet coverage and improving stock availability. Strong communication and negotiation skills are required to succeed.

Qualifications

• Graduation or post graduation is required.
• Experience in FMCG or sales/distribution preferred.
• Strong communication and negotiation skills.

Responsibilities

• Deliver monthly targets and growth in revenue.
• Plan routes to maximize productivity.
• Expand net distribution by serving more outlets.
• Maintain stock availability and execute planograms.
• Build strong distributor relationships in the market.

Skills

Negotiation

Communication

People management

Time management

Critical thinking

Analytical ability

Problem solving

Education

Graduation or Post Graduation

Tools

Microsoft Excel

Microsoft Word

Microsoft 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

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

- Any graduation or Post Graduation

Experience

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