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
2 Years 
Salary not disclosed 
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