Customer Executive Sales

PepsiCo; Tijara; On-site; INR 450,000 - 750,000; Full time

Job summary

PepsiCo in Tijara, Rajasthan seeks a Commercial Excellence (CE) to represent PepsiCo in the market. The CE will plan, deploy and execute joint business plans with distributors and sales teams to drive sustainable sales growth across single and multiple distributors.

You will coach DB and PSRs, resolve market challenges, and work to expand distributor business through effective route planning, stock availability, and strong relationship building.

Qualifications

• FMCG Sales and Distribution knowledge preferred.
• Proficiency with Excel, Word, Outlook.
• Local language and basic English helpful.
• Data proficiency – ROI modeling.

Responsibilities

• Achieve sales value targets vs. plan and manage distributors.
• Expand outlets, introduce ranges, and monitor outlet performance.
• Manage growth through route planning and SKU expansion.
• Track outlet billing, order cancellations, and stock availability.
• Ensure FIFO, timely deliveries, and distributor compliance.

Skills

Negotiation

Communication

People management

Time Management

Critical Thinking

Analytical Ability

Problem Solving

Education

Any under graduation or Post Graduation

Tools

Excel

Word

Outlook

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.

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

• Any under graduation or Post Graduation

Knowledge1. FMCG Sales and Distribution Model2. Computer – Excel, Word, Outlook3. Local language (good to have) and Basic English 4. Data proficiency – ROI ModelSkills1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving