Field Sales Management Coordinator

PepsiCo; Satna; On-site; INR 600,000 - 900,000; Full time

Job summary

PepsiCo in India seeks a Commercial Excellence professional to represent the market, plan and execute joint business plans with distributors, and drive sustainable sales capability. You will coach PSRs, set monthly targets, plan routes for productivity, and ensure stock availability and planogram compliance while strengthening distributor relationships to maximize satisfaction and growth.

Responsibilities also include distributor appointment/retirement, monitoring ROI, and enforcing FIFO/stales,

Qualifications

• Undergraduate or postgraduate education.
• Postgraduate/MBA preferred for seniority.
• MBA preferable for strategic leadership in sales.

Responsibilities

• Deliver monthly secondary targets and revenue growth.
• Plan routes to increase productivity.
• Increase net distribution by serving more outlets.
• Increase weighted distribution by expanding SKU count.
• Ensure stock availability and planogram adherence.
• Build relationships with customers to maximize satisfaction.
• Conduct one-on-one PSR training to enhance sales capability.
• Set monthly targets for each sales representative.
• Coach salesmen on market execution.
• Monitor performance with regular sales reports.
• Communicate incentives to motivate targets.
• Appoint/retire distributors, hubs for territories.
• Manage distributor ROI through joint business plans.
• Recruitment and retention of sales staff.
• Ensure FIFO and expiry management.
• Track timely deliveries and distributor compliance.
• Support distributor development in PepsiCo sales competencies.

Skills

Market development

Distributor management

PSR coaching

Route planning

Education

Any undergraduate

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 growthPlanning routes efficiently to increase productivityIncrease Net Distribution by increasing number of outlet servedIncreases Weighted Distribution by increasing SKU count in existing outletsEnsuring stock availability and Rack Execution as per planogramRelationship building in the market to maximize customer satisfaction

Training & Communication

One-on-One training of PSRs to develop business understanding & sales capabilityMonthly target setting for each salesmenWorks with salesmen in market to coach him/her on market executionMonitors salesmen performance using regular sales reportsCommunicates incentives and motivates salesmen to achieve targets

Distributor

Distributor/Hub/Spokes appointment and retirement for territoriesManaging DB health (ROI) by ensuring adherence to Joint Business planJointly responsible for recruitment and retention of sales representativesMinimizing expiry/stales by ensuring FIFO and stacking norms of productsTracking correct and timely delivery of orders in the marketEnsuring food compliance of every distributorFacilitating development of distributor on PepsiCo sales competencies

Qualifications

-Any under graduation- Post Graduation (Tier 2/3 College)- Preferable MBA