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  • Post Date:July 30, 2022
  • Views 98
0 Applications
  • Experience 4 Years
    Gender Both
    Industry Food and Beverage
  • Number of Opportunities  
    Location Mumbai, Maharashtra
    Language India | English
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

Main Responsibilities & Tasks


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/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


Key Capabilities / Competencies


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


1. Negotiation
2. Communication
3. People management
4. Time Management
5. Critical Thinking
6. Analytical Ability
7. Problem Solving

Key Interfaces
Area Sales Manager
Market Development Manager
Sales Development Manager
Revenue Manager
Supply Chain Manager
Unit Finance Manager
Unit HR Manager
Salesmen | 3rd Party

– Any under graduation
– Post Graduation (Tier 2/3 College)
– Preferable MBA

– 4 Years
– FMCG/ Similar Sales
and Distribution