Overview
CE handles single/multiple distributors ranging over different scales of business. He/She is the representation of PepsiCo in the market who is responsible for planning, deploying, and executing joint business plans and driving sustainable sales capability.
The CE will help the distributor expand his business by coaching and working with the DB and/or the team of sales representatives. He/She will be instrumental in resolving market challenges and ensuring incremental business.
Responsibilities
Market
- Delivering Secondary monthly targets and Gross Revenue growth
- Planning routes efficiently to increase productivity
- Increase Net Distribution by increasing the 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 (Pre-Sales Representatives) to develop business understanding & sales capability
- Monthly target setting for each salesman
- Works with PSRs in market to coach him/her on market execution
- Monitors PSR performance using regular sales reports
- Communicates incentives and motivates PSRs to achieve targets
Distributor
- Distributor/Hub/Spokes appointment and retirement for territories
- Managing DB health (ROI) by ensuring adherence to the Joint Business plan
- Jointly responsible for recruitment and retention of sales representatives
- Minimizing expiry/stales by ensuring FIFO and stacking norms of products
- Tracking the correct and timely delivery of orders in the market
- Ensuring food compliance of every distributor
- Facilitating the development of distributors on PepsiCo sales competencies
Qualifications
Qualifications
- Any under graduation | Preferable MBA
- Post Graduation (Tier 2/3 College)
- 5- 7 years experience in an FMCG/Similar Sales Distribution
