Customer Executive

PepsiCo - Ottawa, ON3.9

30+ days ago
Auto req ID: 160003BR
Job Description
General Purpose
(Job 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.
Key Metrics
Sec Value Achievement Vs. Plan
Outlets/Distribution Addition
Range Selling (Including focus on innovation)
%age Outlet billed
Order Cancellation Rate
Minimum Volume billing per Cooler
Main Responsibilities & Tasks 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 cold stock availability and Visi-Cooler purity (Bev) at outlets
Ensuring stock availability and Rack Execution (foods) 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 Distributor 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/storage 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
Key Capabilities / Competencies Competencies
Knowledge

1. FMCG Sales and Distribution Model
2. Computers – Excel, Word, Outlook
3. Local language (good to have) and Basic English
4. Data proficiency – ROI Model

Skills

1. Negotiation
2. Communication
3. People management
4. Time Management
5. Critical Thinking
6. Analytical Ability
7. Problem Solving Key Interfaces
Internal
Area Sales Manager
Market Development Manager
Sales Development Manager
Revenue Manager
Supply Chain Manager
Unit Finance Manager
Infra – Cooler Dept.
Unit HR Manager
External
Customers
Distributors
Salesmen | 3 rd Party

Internally slated candidates are being considered for this position. However, all qualified candidates are encouraged to apply
Qualifications/Requirements
Qualifications
  • Any under graduation
  • Post Graduation (Tier 2/3 College)
  • Preferable MBA Experience
  • 2 Years
  • FMCG/ Similar Sales
and Distribution
Relocation Eligible: Eligible for Standard Relocation
Job Type: Regular