Field Sales Management Asst Coord

PepsiCo; Jaipur; On-site; INR 350,000 - 550,000; Full time

Job summary

PepsiCo Inc. seeks a Channel Executive in Jaipur to drive distributor expansion and market execution. You will coach PSRs, set monthly targets, and align joint business plans with sales teams to achieve revenue growth.

You will collaborate with distributors to optimize ROI, recruit and retain sales staff, ensure FIFO compliance, and maintain stock and delivery discipline in a fast-paced FMCG environment.

Qualifications

• Undergraduate or higher education in any field.
• Postgraduate qualification preferred (Tier 2/3 college).
• MBA preferred for advanced business insight.

Responsibilities

• Deliver secondary monthly targets and grow gross revenue in the market.
• Plan routes efficiently to improve productivity.
• Increase net distribution by serving more outlets.
• Expand weighted distribution by adding SKUs in outlets.
• Ensure stock availability and rack execution per planogram.
• Build relationships in the market to maximise customer satisfaction.
• Train PSRs one-on-one to develop sales capability.
• Set monthly targets for each salesman and coach in market.
• Monitor salesman performance with regular reports.
• Communicate incentives to motivate targets.
• Appoint and retire distributors/ hubs for territories; recruit and retain sales staff.
• Maintain distributor ROI by adhering to Joint Business Plan; ensure FIFO and stacking norms.
• Track timely deliveries and ensure distributor food compliance.

Education

Undergraduate

Postgraduate

MBA (preferable)

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

Experience

• 4 Years - FMCG/ Similar Sales and Distribution