Field Sales Management Coordinator

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

The CE 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.

Responsibilities:

• Sec value achievement vs. plan
• Outlets/distribution addition
• Range selling (including focus on innovation)
• Percentage of outlets billed
• Order cancellation rate
• Delivering secondary monthly targets and gross revenue growth
• Planning routes efficiently to increase productivity
• Increase net distribution by increasing number of outlets served
• Increase 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
• One-on-one training of PSRs to develop business understanding and sales capability
• Monthly target setting for each salesman
• 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/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:

• Any undergraduate or post graduation

Experience:

• 2 years - FMCG/similar sales and distribution