Customer Executive

The Customer Executive (CE) plays a crucial role in managing single or multiple distributors of varying business scales on behalf of PepsiCo. As the face of PepsiCo in the market, the CE is entrusted with the responsibility of strategizing, deploying, and executing joint business plans to drive sustainable sales growth. By collaborating with distributors and sales representatives, the CE aims to expand business operations, address market challenges, and boost overall sales performance. Key Responsibilities: - Monitoring key metrics such as sales value achievement versus plan, outlets/distribution expansion, range selling, percentage of outlets billed, and order cancellation rate. - Achieving monthly secondary sales targets and fostering gross revenue growth. - Efficiently planning routes to enhance productivity and increase net distribution by serving more outlets. - Enhancing weighted distribution by expanding the SKU count in existing outlets and ensuring stock availability and proper rack execution. - Building strong relationships in the market to enhance customer satisfaction. Training & Communication: - Providing one-on-one training to sales representatives to enhance business understanding and sales capabilities. - Setting monthly targets for each salesperson and coaching them on market execution. - Monitoring sales performance through regular reports and motivating the team to achieve targets. - Communicating incentives and ensuring effective communication with the sales team. Distributor Management: - Appointing and retiring distributors, hubs, and spokes for different territories. - Managing distributor health by adhering to the Joint Business Plan and focusing on recruitment and retention of sales representatives. - Minimizing product expiry by enforcing FIFO and stacking norms and tracking timely delivery of orders. - Ensuring food compliance standards and facilitating distributor development on PepsiCo sales competencies. Key Qualifications: Key Capabilities/Competencies: - Proficiency in FMCG sales and distribution models. - Strong computer skills in Excel, Word, and Outlook. - Knowledge of local language (preferred) and basic English. - Data proficiency and understanding of ROI models. Skills: - Strong negotiation and communication skills. - Effective people management and time management abilities. - Critical thinking, analytical ability, and problem-solving skills. Key Interfaces: Internal: - Area Sales Manager, Market Development Manager, Sales Development Manager, Revenue Manager, Supply Chain Manager, Unit Finance Manager, Unit HR Manager. External: - Customers, Distributors, Salesmen, 3rd Party. Qualifications: - Minimum qualification of an undergraduate or postgraduate degree. - Experience in FMCG or similar sales and distribution roles.,