Field Sales Management Coordinator

PepsiCo; Rajamahendravaram; On-site; INR 350,000 - 700,000; Full time

Job summary

PepsiCo Inc. is seeking a Sales/Distribution Executive to manage single or multiple distributors and represent the company in the market. The role involves planning, deploying, and executing joint business plans, coaching DBs and sales teams, and driving sustainable sales capability.

You will help expand distributors’ business, resolve market challenges, and ensure incremental growth while maintaining stock availability and distributor discipline.

Qualifications

• Experience in FMCG/distribution sales environments.
• Ability to coach PSRs and field sales teams.
• Strong planning and route optimization skills.

Responsibilities

• Achieve Value vs. plan in the market.
• Add outlets and distribution points.
• Drive range selling and focus on innovation.
• Monitor outlet billing percentages and order accuracy.
• Manage order delivery and stock availability as per plan.

Skills

Distributor management

Sales coaching

Market development

Planning & execution

Education

Any under graduation 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