Field Sales Management Coordinator

PepsiCo; Rajamahendravaram; On-site; INR 350,000 - 500,000; Full time

Job summary

PepsiCo seeks a Commercial Executive (CE) to represent the company in the market, planning and deploying joint business plans, and driving sustainable sales capability. You will coach distributors and sales teams to expand business, resolve market challenges, and achieve incremental growth across outlets and channels.

Key responsibilities include driving monthly revenue targets, route planning for productivity, and ensuring stock availability.

Qualifications

• 2 years of FMCG/sales and distribution experience.
• Experience in planning routes to increase productivity is a plus.
• Knowledge of joint business planning and distributor coaching is desirable.

Responsibilities

• Sec value achievement vs. plan.
• Increase outlets/distribution.
• Promote range selling including new product innovations.
• Monitor outlet billing percentages and order accuracy.
• Ensure timely order delivery and stock availability as per planogram.
• Build relationships with distributors to maximize satisfaction.
• Coach PSRs and field sales teams to improve market execution.

Skills

Sales

FMCG knowledge

Channel distribution

Customer relationship

Education

Undergraduate or Postgraduate

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