Main Purpose To strive to enhance market share of FLI range, penetration and visibility in a given territory and resolve matters with the Distributors, RSA and Accounts Accountabilities 1. Distributor Management:Sourcing and Appointment of Distributors as and when requiredMotivating and Coaching the Distributor Team and handholding where requiredHandling distributor issues with regard to claims and ROITaking care of route operations, market scheming and breakages at the GodownManage stock levels to ensure continuous availability and regular rotation2. Driving Volume and Growth in the given Territory:Managing Primary and Secondary salesOperation of trade schemes within the allotted budgetEnsure appropriate distribution across the territory as per normsIdentify and target new accountsEffectively communicating the strategies through gate meetingsProposing for discount to the Accounts as necessary.Driving of Marketing and Growth initiatives Ensure hygiene conditions met by all distributors/stockiestCorrectness of claims by stockiest, Damaged stock, Overcharging by stockiest, Godown condition3. Merchandising and PromotionManage stock levels to ensure continuous availability and regular rotationFill and rotate all racks, displays Respond to dynamic changes to changing demand off take thru changes in servicing norms, SKUs, signage etc., on a day to day week to week basisEnsure execution quality (Sales Building Blocks)and imperatives in Territory viz., Coverage, Availability, Visibility, Purity of racks, Stocking Norms, Opportunity conversion4. Channel ManagementAwareness of various channels like grocery, eateries etcAwareness of upcoming channel opportunities and how to tap them effectivelyOn boarding of particular channels to our existing channel-specific schemesChannel market intelligence from the market gathered through team/ other sources into the Regional management 5. Managing/ developing his team Coaching of RAsBeing a communication channel between the company and the Distributor Salesmen i.e., RSA. Allotting clear responsibilities to team members- assigning targets etc.Train RSA to identify opportunities at retail outlets and to maximize opportunity conversionRetention of RSAs

General Purpose (Job Overview)CE handles multiple national and regional accounts across business territory. He/She is the market representative of PepsiCo, responsible for planning, deploying and executing joint business plans with Key Accounts.Our business partner in ecommerce include large national chains such as Amazon, Bigbasket, Flipkart,Grofers, Swiggy,Zepto, Dunzo. Other national accounts such as Pizza Hut, PVR, KFC, Burger King, other regional accounts etc. are part of the on premise business. Apart from AFH and Ecommerce the CE will also be responsible for handling the exports business. Key Metrics Sec Value Achievement Vs. Plan Asset Compliance Share of Self Fill Rate Product availability Point of Interruption Promotion Compliance Main Responsibilities & TasksBusiness Development Work closely with key accounts to set clear expectations to ensure continuous orders, expansion of business and marketing plan execution Develop wiring plan for each key account through continuous networking with their FPRs to ensure smooth business operations Identify opportunities like festivals, local events, etc. to boost business & plan Identify fast moving SKUs specific to every channel and scale up the same with monthly/quarterly plans with the accounts. Coordinate with regional FPRs to obtain monthly business projections Demand planning to ensure product availability at warehouseChannel Management Identify potential accounts and on-board them to ensure expansion of business Providing channel marketing insights to National FPRs in PepsiCo for proper implementation of plan, address challenges & identify sources of growth Manage distributors to ensure timely supplies to AFH channels and exportsExecution Manage stock levels to ensure continuous availability on the platform Ensure maximum days of availability on platform for focus SKUs Coordinate with warehouse team and customer to ensure best in class fill rates Work with Marketing Development Team to create chain wise strategy and execute end to endTeam Management Hiring and Retaining self-motivated PSRs to handle Key Accounts to ensure In-store execution and support Training merchandizers and PSRs to handle accounts independently Key Capabilities / CompetenciesCompetencies Knowledge 1. FMCG Sales and Distribution Model 2. Basics of Modern Trade Business 3. Computer Excel, Word, Outlook 4. Local language (good to have) and Basic English 5. Data proficiency – ROI Model Skills 1. Negotiation 2. Communication 3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem SolvingKey InterfacesInternalArea Sales Manager Market Development Manager Supply Chain Coordinator Supply Chain Manager Unit Finance Manager Unit HR Manager Infra – Cooler Dept. Warehouse ManagerExternalKey Account Managers Purchase Managers Receiving Managers Store Managers Distributors Salesmen | 3rd Party Merchandizers