Overview
This Sales Operations role serves as the analytical backbone for PepsiCo Foods and Beverages e-commerce operations across India's high-growth quick-commerce and online retail channels (Blinkit, Zepto, Swiggy, Flipkart, BigBasket, Amazon). The incumbent will own end-to-end sales reporting, customer performance analytics, inventory management, and forecasting for both category portfolios, enabling data-driven decision-making across the organization. This role bridges the gap between raw customer transaction data and actionable business insights, translating complex retail analytics into strategic narratives that drive sales performance, inventory optimization, and category growth in the competitive e-commerce landscape.
Responsibilities
- Own end-to-end customer performance analytics and monthly business intelligence reporting Collect, synthesize, and analyze multi-source data (offtake, inventory, pricing, market share, promo performance) from six e-commerce partners to generate monthly customer performance summaries, competitive benchmarking, and strategic recommendations. Delivers formatted analytics packages to KAMs and leadership by the second week of each month.
- Maintain and enhance sales reporting dashboards and data visualization systems Partner with DTX/vendor partners to design, build, and maintain standardized dashboard views covering Sales Insights, Performance Marketing, and Consumer Listening. Quarterly reviews to ensure continued relevance. Work with Global teams to align on dashboard standards and periodic enhancements.
- Execute weekly inventory management Compile bi-weekly offtake and Days-on-Hand (DOH) reports from customer data feeds to identify stock-out risks and inventory optimization opportunities. Identify patterns and escalate critical issues.
- Develop and deliver monthly 3-month rolling forecasts Synthesize historical PO trends, offtake patterns, promotional calendars, and OFR (Out-of-Force) data to produce city-by-SKU-by-CFA forecasts for Foods and Beverages. Present forecast rationale and variance analysis with supply chain.
- Conduct weekly root cause analysis on offtake movements and category share dynamics Lead deep-dive analysis on demand fluctuations, category share shifts relative to competitive brand actions, and promotional effectiveness. Generate sharp, actionable insights mapped to business levers (pricing, visibility, assortment, content, promotions).
- Support quarterly Period Business Reviews (PBRs) and customer deep-dive analytics Prepare comprehensive data packages for quarterly reviews with top six customers (Blinkit, Zepto, Swiggy, Flipkart, BigBasket, Amazon). Synthesize achievement vs. target, develop actionable opportunities, and present strategic narratives. Lead follow-up analysis post-meeting.
- Provide ad hoc analytical support and customized business intelligence Deliver rapid-turnaround analysis and customized PPT/Excel packages (typically 4-hour turnaround) responding to business questions from Sales, Category Management, and senior leadership regarding competitive dynamics, promotional effectiveness, pricing strategies, and inventory scenarios.
- Manage NPD (New Product Development) tracking and category expansion analytics Maintain weekly tracking of new product launches (e.g., RRD, Cheetos) across e-commerce platforms, including velocity analysis, share-of-voice metrics, and competitive benchmarking. Escalate performance gaps and opportunities.
- Ensure data accuracy, integrity, and documentation across systems Maintain master data accuracy in Gobble Cube, 1DigiStack, and internal Excel repositories (STORM files, Ready Reckoners). Perform regular data validation and quality checks; document processes for continuity and compliance.
- Collaborate cross-functionally on process improvements and system optimizations Partner with Global Sales Ops, DTX teams, and customer IT counterparts to identify inefficiencies, recommend automation opportunities, and drive adoption of improved workflows. Document and codify best practices.
Qualifications
- Technical & Analytical Expertise
- Advanced Excel proficiency Data manipulation, pivot tables, VLOOKUP, scenario modeling, and dashboard creation at speed (required daily)
- BI/Visualization tools Experience with Power BI or equivalent; ability to work with vendors to design and iterate dashboards
- Data analysis mindset Hypothesis-driven approach to problem-solving; comfort with ambiguity and rapid iteration; ability to synthesize data from multiple sources into coherent narratives
- Sales systems knowledge Exposure to customer data portals, and e-commerce analytics platforms; ability to extract and transform data across systems
- Forecasting fundamentals Understanding of demand planning principles, seasonality adjustment, and promotional lift estimation
- Domain & Business Acumen
- E-commerce and retail operations experience Familiarity with quick-commerce, D2C, or online retail; understanding of inventory, assortment, pricing, and promotions mechanics in e-commerce context
- CPG/FMCG sector knowledge Preference for prior experience in consumer packaged goods or beverage categories; understanding of SKU management, category dynamics, and retail partnerships
- Sales/channel operations background Prior role supporting sales teams, regional managers, or customer management functions; comfort with KAM-facing analytics
- Metric development capability Ability to design relevant KPIs (offtake trends, DOH, market share, promo ROI); understand business drivers and trade-offs
- Interpersonal & Collaboration Skills
- Cross-functional collaboration Proven ability to work seamlessly with Sales, Supply Chain, Marketing, Finance, and external customer teams; strong stakeholder management
- Communication & presentation Ability to translate complex data into clear, actionable insights for non-technical audiences; comfort presenting to senior leadership
- Attention to detail Ensure data quality and accuracy; systematic approach to documentation and process compliance
- Time management & prioritization Ability to juggle daily operational reporting (SAP, offtake), weekly analysis, monthly deep dives, and ad hoc requests in parallel
- Preferred Qualifications
- 7-10 yrs insights/ analytics
- Strong delivery & execution focused with sharp organizational skills
- Strong analytical & deep dive skills, data driven, impact driven
- Great story telling skills, ability to generate actionable insights from the data and provide business recommendations
- Sound communication skills ability to collaborate, educate and influence internal and external teams & peers
