Field Sales Management Assoc Coord

PepsiCo; Kota; On-site; INR 700,000 - 1,100,000; Full time

Job summary

PepsiCo in Kota, Rajasthan seeks a Commercial Excellence professional to manage distributor networks and drive sustainable sales growth. You will coach the field team, optimize distribution routes, and ensure stock availability while upholding brand standards.

The role emphasizes coaching, market execution, and strong relationship management with distributors to achieve monthly targets and improve market share.

Qualifications

• 4+ years in FMCG or similar sales and distribution.
• Undergraduate degree; Post Graduation (Tier 2/3 college); MBA preferred.

Responsibilities

• Delivering Secondary monthly targets and gross revenue growth.
• Plan routes efficiently to increase productivity.
• Increase net distribution by expanding outlets served.
• Increase weighted distribution by more SKUs in outlets.
• Ensure stock availability and rack execution as per planogram.
• Build relationships in market to maximise customer satisfaction.
• Coach PSRs and set monthly targets for salesmen.
• Monitor salesmen performance and communicate incentives.

Skills

Sales & Distribution

Market planning

Coaching & training

Customer relationship

Team leadership

Education

Undergraduate degree

Post Graduation (Tier 2/3 college)

MBA preferred

Job description

Overview

CE handles single/multiple distributors ranging over different scale of business and 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 their business by coaching and working with the DB and/or the team of sales representatives. The CE 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 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- Post Graduation (Tier 2/3 College)- Preferable MBA

Experience

- 4 Years- FMCG/ Similar Sales and Distribution