Field Sales Management Asst Coord

PepsiCo Inc.; Bhopal; On-site; INR 500,000 - 800,000; Full time

Job summary

PepsiCo Inc. in India’s Madhya Pradesh (Bhopal) seeks a Commercial Excellence professional to plan, deploy and execute joint business plans with distributors, driving sustainable sales capability and market expansion.

You will coach the distributor DB/team, resolve market challenges and work to achieve incremental business through strategic market execution and strong relationship-building with customers.

Qualifications

• Undergraduate or Postgraduate education required; MBA preferred.

Responsibilities

• Delivering secondary monthly targets and revenue growth.
• Plan routes efficiently to increase productivity.
• Increase net distribution by serving more outlets.
• Increase weighted distribution by SKU expansion.
• Ensure stock availability and planogram adherence.
• Build relationships to maximize customer satisfaction.
• Train PSRs and coach salesmen on market execution.
• Monitor sales performance with reports.
• Recruit and retain distributors and sales reps.
• Ensure FIFO and reduce expiries/stales.

Skills

Market planning

Route planning

Outlet expansion

Sales growth

Customer relationships

Team coaching

Education

Undergraduate or Postgraduate

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