CE handles single/multiple distributors ranging over different scale of business. They are 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 their business by coaching and working with the DB and/or the team of sales representatives. They will be instrumental in resolving market challenges and ensuring incremental business.

MarketDelivering 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 outletsEnsuring stock availability and Rack Execution as per planogramRelationship building in the market to maximize customer satisfaction

Training & CommunicationOne-on-One training of PSRs to develop business understanding & sales capabilityMonthly target setting for each salespersonWorks with salesperson in market to coach them on market executionMonitors salesperson performance using regular sales reportsCommunicates incentives and motivates salesperson to achieve targets

DistributorDistributor/Hub/Spokes appointment and retirement for territoriesManaging DB health (ROI) by ensuring adherence to Joint Business planJointly 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 distributorFacilitating development of distributor on PepsiCo sales competencies

Knowledge:FMCG Sales and Distribution ModelComputer – Excel, Word, OutlookLocal language (good to have) and Basic EnglishData proficiency – ROI Model

Skills:NegotiationCommunicationPeople managementTime ManagementCritical ThinkingAnalytical AbilityProblem Solving