Field Sales Management Coordinator

PepsiCo

India

2-4 Years

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Job Description

Overview

Job Title	Customer Sales Executive - Foods	Reports to	Area Sales Manager
Organization / Function	Commercial Unit	Level	L01/L02/L03/L04

General Purpose (Job 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.
Key Metrics	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
Key Capabilities / Competencies	Competencies Knowledge 1. FMCG Sales and Distribution Model 2. Computer - Excel, Word, Outlook 3. Local language (good to have) and Basic English 4. Data proficiency - ROI Model Skills 1. Negotiation 2. Communication 3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving	Key Interfaces Internal Area Sales Manager Market Development Manager Sales Development Manager Revenue Manager Supply Chain Manager Unit Finance Manager Unit HR Manager External Customers Distributors Salesmen \| 3^rd Party
	Qualifications - Any under graduation or Post Graduation	Experience - 2 Years - FMCG/ Similar Sales and Distribution

Responsibilities

Job Title	Customer Sales Executive - Foods	Reports to	Area Sales Manager
Organization / Function	Commercial Unit	Level	L01/L02/L03/L04

General Purpose (Job 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.
Key Metrics	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
Key Capabilities / Competencies	Competencies Knowledge 1. FMCG Sales and Distribution Model 2. Computer - Excel, Word, Outlook 3. Local language (good to have) and Basic English 4. Data proficiency - ROI Model Skills 1. Negotiation 2. Communication 3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving	Key Interfaces Internal Area Sales Manager Market Development Manager Sales Development Manager Revenue Manager Supply Chain Manager Unit Finance Manager Unit HR Manager External Customers Distributors Salesmen \| 3^rd Party
	Qualifications - Any under graduation or Post Graduation	Experience - 2 Years - FMCG/ Similar Sales and Distribution

Qualifications

- Any under graduation or Post Graduation

Experience

- 2 Years
- FMCG/ Similar Sales
and Distribution

More Info

Job Type:

Permanent Job

Industry:

Food Processing & Packaged Food

Function:

Fmcg

Employment Type:

Full time

About Company

PepsiCoJob Source: www.pepsicojobs.com

PepsiCo, Inc. is an American multinational food, snack, and beverage corporation headquartered in Harrison, New York, in the hamlet of Purchase. PepsiCo's business encompasses all aspects of the food and beverage market. It oversees the manufacturing, distribution, and marketing of its products. PepsiCo was formed in 1965 with the merger of the Pepsi-Cola Company and Frito-Lay, Inc. PepsiCo has since expanded from its namesake product Pepsi Cola to an immensely diversified range of food and beverage brands. The largest and most recent acquisition was Pioneer Foods in 2020 for $1.7bn [3] and before that it was the Quaker Oats Company in 2001, which added the Gatorade brand to the Pepsi portfolio and Tropicana Products in 1998.

Job ID: 145576091

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