Customer Executive

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.
  
  

Responsibilities

Main Responsibilities & Tasks 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

Key Capabilities / Competencies

Competencies

Knowledge

• FMCG Sales and Distribution Model2. Computer – Excel, Word, Outlook3. Local language (good to have) and Basic English 4. Data proficiency – ROI ModelSkills1. Negotiation2. Communication3. 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 | 3rd Party.
  
  

Qualifications

• Any under graduation- Post Graduation (Tier 2/3 College)- Preferable MBA.
  
  

Experience

• 2 Years- FMCG/ Similar Sales and Distribution.