Field Sales Management Assoc Coord

Business Executive

The Business Executive handles single/multiple distributors ranging over different scales of business. He is the representation of PepsiCo in the market who is responsible for planning, deploying, and executing joint business plans and driving sustainable sales capability.

The Business Executive will help the 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.

Market

• Delivering secondary monthly targets and gross revenue growth
• Planning routes efficiently to increase productivity
• Increasing net distribution by increasing the number of outlets served
• Increasing 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 the 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

• Graduate minimum
• 3 to 4 years FMCG/similar sales and distribution