Field Sales Management Assoc Coord

PepsiCo; Srikakulam; On-site; INR 420,000 - 600,000; Full time

Job summary

PepsiCo is seeking a Channels Executive (CE) to manage single or multiple distributors across a market, representing the company and driving joint business plans. The role focuses on planning, deploying, and executing strategies to achieve sustainable sales growth while coaching the field team.

Key tasks include route planning, distributor recruitment, stock availability, and ensuring compliance with planograms, FIFO, and distribution norms. Experience in FMCG sales and distribution is preferred.

Qualifications

• Undergraduate or postgraduate degree required.
• Experience in FMCG or similar sales and distribution is preferred.

Responsibilities

• Deliver secondary monthly targets and drive gross revenue growth.
• Plan routes efficiently to increase productivity and net distribution.
• Increase SKU count and ensure stock availability at outlets per planogram.
• Coach and train PSRs to develop market execution and sales capability.
• Coordinate distributor onboarding, health checks, and adherence to Joint Business Plan.

Education

Undergraduate or Post Graduation

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

Experience

- 2 Years- FMCG/ Similar Sales and Distribution