Customer Executive

Overview

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.

Responsibilities

Accountability:

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
  
  

Qualifications

Qualifications:

Key Capabilities / Competencies  Competencies

Knowledge

• FMCG Sales and Distribution Model
• Computer - Excel, Word, Outlook
• Local language (good to have) and Basic English
• Data proficiency - ROI Model
  
  

Skills

• Negotiation
• Communication
• People management
• Time Management
• Critical Thinking
• Analytical Ability
• 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 | 3rd Party

  

Qualifications

• Any under graduation
• Post Graduation (Tier 2/3 College)
• Preferable MBA  Experience
• >4 Years
• FMCG/ Similar Sales
  
  

and Distribution