Customer Executive

PepsiCo
Experience : 2 Years
Location : Kochi
Posted on 03 Jan 20
Job is expired
Job DescriptionLast Date 21 Jan 20
Customer Executive - OT Cochin

Location: Cochin, India 

Categories: Sales

Auto req ID: 197082BR

Relocation Eligible: Eligible for Standard Relocation

Job Type: Regular

Qualifications/Requirements:
  • Any under graduation
  • Post Graduation (Tier 2/3 College)
  • Preferable MBA

Experience:
  • 2 Years
  • FMCG/ Similar Sales and Distribution

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

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

Competencies Knowledge:
1. FMCG Sales and Distribution Model
2. Computer – Excel, Word, Outlook
3. Local language (good to have) and Basic English
4. Data proficiency – ROI Model

Skills:
1. Negotiation
2. Communication
3. 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
Job Type : Full Time
Interview Type : Face to Face Interview
Company Description
PepsiCo entered India in 1989 and in a short period, has grown into one of the largest MNC food and beverage businesses in the country. PepsiCo’s growth in India has been guided by “Performance with Purpose”, its fundamental belief that the success of the company is inextricably linked to the sustainability of the world around. The Company believes that continuously improving the products it sells, operating responsibly to protect the planet and empowering people around the world is what enables PepsiCo to run a successful global company that creates long-term value for society and our shareholders.
Job is expired
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