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.
Responsibilities
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