Field Sales Management Coordinator

PepsiCo; North Goa; On-site; INR 700,000 - 1,200,000; Full time

Job summary

PepsiCo is seeking a Commercial Excellence professional to manage single or multiple distributors across North Goa. You will plan, deploy and execute joint business plans and drive sustainable sales capability, working with distributors and the sales team to grow market share.

You will coach PSRs, set monthly targets, monitor performance, ensure stock availability, and maintain distributor health through FIFO and planogram adherence, while developing the sales network’s capabilities.

Qualifications

• Undergraduate or Post Graduation (Tier 2/3 College) with MBA preferable.
• Experience: 4 years in FMCG/similar sales and distribution.

Responsibilities

• Delivering Secondary monthly targets and Gross Revenue growth.
• Planning routes efficiently to increase productivity.
• Increase Net Distribution by increasing number of outlets served.
• Increase 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.
• One-on-One training of PSRs to develop business understanding & sales capability.
• Monthly target setting for each salesman.
• 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/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.

Education

Post Graduation (Tier 2/3 College)

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 todevelop 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