Field Sales Management Assoc Coord
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Key skills for this role
About the Role
PepsiCo seeks a Field Sales Management Associate Coordinator in Rajkot to manage distributors, drive secondary sales, and coach sales representatives. You will execute joint business plans, increase distribution, and ensure market execution excellence.
Key Skills for This Role
Responsibilities
- Deliver secondary monthly targets and gross revenue growth
- Plan routes efficiently to increase productivity
- Increase net distribution by increasing number of outlets served
- Increase weighted distribution by increasing SKU count in existing outlets
- Ensure stock availability and rack execution as per planogram
- Build relationships in the market to maximize customer satisfaction
- Provide one on one training of PSRs to develop business understanding and sales capability
- Set monthly targets for each salesman
- Work with salesmen in market to coach them on market execution
- Monitor salesmen performance using regular sales reports
- Communicate incentives and motivate salesmen to achieve targets
- Manage distributor/hub/spokes appointment and retirement for territories
Requirements
- Any undergraduate degree
- Post graduation (Tier 2/3 college) preferred, MBA preferred
- Experience in field sales and distributor management
Full Job Posting
Overview
- CE handles single/multiple distributors ranging over different scale of business and 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 their business by coaching and working with the DB and/or the team of sales representatives.
- The CE will be instrumental in resolving market challenges and ensuring incremental business.
Market Responsibilities
- 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 Management
- 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 under graduation
- Post Graduation (Tier 2/3 College) preferred
- Preferable MBA
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