PepsiCo

Makes salty snacks, sodas and sports drinks

Field Sales Management Senior Coordinator

Field SalesPosted on Nov 10

Full-timeNew Delhi, Delhi, IndiaNo salary listedIn-person

About the Job

Requirements

Any graduation or post-graduation is required.

Responsibilities

Achieve sales value against plan.
Add outlets and expand distribution.
Sell the product range, including innovations.
Increase the percentage of outlets billed.
Reduce the order cancellation rate.
Deliver monthly secondary sales targets and gross revenue growth.
Plan routes efficiently to increase productivity.
Increase net distribution by serving more outlets.
Increase weighted distribution by increasing the number of stock-keeping units in existing outlets.
Ensure stock availability and rack execution according to the planogram.
Build market relationships to maximize customer satisfaction.
Train sales representatives one-on-one to develop their business understanding and sales capability.
Set monthly targets for each salesperson.
Coach salespeople in the market on execution.
Monitor salesperson performance using regular sales reports.
Communicate incentives and motivate salespeople to achieve targets.
Appoint and retire distributors, hubs, and spokes for territories.
Manage distributor return on investment health by ensuring adherence to the joint business plan.
Recruit and retain sales representatives jointly with distributors.
Minimize product expiry and stales by ensuring first-in, first-out practices and stacking norms.
Track correct and timely delivery of market orders.
Ensure food compliance at every distributor.
Facilitate distributor development in PepsiCo sales competencies.

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.

Responsibilities

Sec Value Achievement Vs. Plan
Outlets/Distribution Addition
Range Selling (Including focus on innovation)
%age Outlet billed
Order Cancellation Rate

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

Qualifications

Any graduation or Post Graduation

About the Company

PepsiCo

Makes salty snacks, sodas and sports drinks

PepsiCo makes snack foods and soft drinks that supermarkets, convenience stores and restaurants sell around the world. It owns some of the most familiar grocery brands, including Lay's and Doritos chips from its Frito-Lay division and Pepsi, Mountain Dew and Gatorade on the drinks side, along with Quaker oats and cereals. The company runs its own plants and distribution network and earns most of its money selling finished products to retailers and foodservice customers, while partner bottlers produce some of its drinks under license. PepsiCo was formed in 1965 through the merger of Pepsi-Cola and Frito-Lay and is headquartered in Purchase, New York.

Company size: 10,001+
Company stage: IPO
Headquarters: Harrison, NY
Founded: 1965

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