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. PlanOutlets/Distribution Addition Range Selling (Including focus on innovation)%age Outlet billed Order Cancellation Rate Market Delivering Secondary monthly targets and Gross Revenue growthPlanning routes efficiently to increase productivityIncrease Net Distribution by increasing number of outlet servedIncreases 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 capabilityMonthly target setting for each salesmen Works with salesmen in market to coach him/her on market executionMonitors salesmen performance using regular sales reportsCommunicates incentives and motivates salesmen to achieve targets Distributor Distributor/Hub/Spokes appointment and retirement for territoriesManaging DB health (ROI) by ensuring adherence to Joint Business plan Jointly responsible for recruitment and retention of sales representativesMinimizing expiry/stales by ensuring FIFO and stacking norms of productsTracking correct and timely delivery of orders in the marketEnsuring food compliance of every distributor Facilitating development of distributor on PepsiCo sales competencies 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 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. PlanOutlets/Distribution Addition Range Selling (Including focus on innovation)%age Outlet billed Order Cancellation Rate Market Delivering Secondary monthly targets and Gross Revenue growthPlanning routes efficiently to increase productivityIncrease Net Distribution by increasing number of outlet servedIncreases 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 capabilityMonthly target setting for each salesmen Works with salesmen in market to coach him/her on market executionMonitors salesmen performance using regular sales reportsCommunicates incentives and motivates salesmen to achieve targets Distributor Distributor/Hub/Spokes appointment and retirement for territoriesManaging DB health (ROI) by ensuring adherence to Joint Business plan Jointly responsible for recruitment and retention of sales representativesMinimizing expiry/stales by ensuring FIFO and stacking norms of productsTracking correct and timely delivery of orders in the marketEnsuring food compliance of every distributor Facilitating development of distributor on PepsiCo sales competencies Qualifications Experience 2 Years FMCG/ Similar Sales and Distribution