Field Sales Management Asst Coord

PepsiCo; Bhopal; On-site; INR 400,000 - 600,000; Full time

Job summary

PepsiCo Inc. in India seeks a Commercial Excellence Executive to manage distributor networks and drive market coverage. You will coach field teams, plan routes, monitor performance and ensure stock availability while aligning with joint business plans to grow revenue.

Responsibilities include establishing routes, boosting distribution, training PSRs, maintaining FIFO and ensuring compliance. Strong impact on market execution and relationship building with distributors are key.

Qualifications

• Undergraduate or higher, MBA preferred.
• Experience in distributor networks or field sales is a plus.
• Excellent communication and negotiation skills.

Responsibilities

• Delivering market growth and meeting monthly revenue targets.
• Coaching PSRs and training to improve sales capability.
• Managing distributor relations, routes, stock and FIFO compliance.
• Planning routes and improving outlet coverage to increase distribution.
• Monitoring performance and ensuring timely delivery and execution of plans.

Skills

Market expansion

Coaching PSRs

Route planning

Sales strategy

Distributor management

Education

Undergraduate degree

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

Any under graduation- Post Graduation (Tier 2/3 College)- Preferable MBA