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Sales Sr Associate

PepsiCo Inc.

Mumbai, MH 400051
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Job Details

Auto req ID: 143148BR
Job Description

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

1. Distributor Management/ DIRECT CHAIN MANAGEMENT:
  • Sourcing and Appointment of Distributors as and when required
  • Motivating and Coaching the Distributor Team and handholding where required
  • Handling distributor issues with regard to claims and ROI
  • Taking care of route operations, market scheming and breakages at the Godown
  • Manage stock levels to ensure continuous availability and regular rotation
  • Managing fill rates for direct parties
  • Ensuring timely collections for all credit parties

2. Driving Volume and Growth in the given Territory:
  • Managing Primary and Secondary sales
  • Operation of trade schemes within the allotted budget
  • Ensure appropriate distribution across the territory as per norms
  • Identify and target new accounts
  • Proposing for discount to the Accounts as necessary.
  • Driving of Marketing and Growth initiatives
  • Ensure hygiene conditions met by all distributors/stockiest
  • Correctness of claims by stockiest, Damaged stock, Overcharging by stockiest, Godown condition

3. Merchandising and Promotion
  • Manage stock levels to ensure continuous availability and regular rotation
  • Fill and rotate all racks, displays
  • In store and effective category communication
  • 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 basis
  • Ensure execution quality (Sales Building Blocks)and imperatives in Territory viz.,
Coverage, Availability, Visibility, Purity of racks, Stocking Norms, Opportunity conversion

4. Channel Management
  • On boarding of particular channels to our existing channel-specific schemes
  • Channel market intelligence from the market gathered through team/ other sources into the
Regional management

5. Managing/ developing his team
  • Coaching of MERCHANDISERS
  • Being a communication channel between the company and the Distributor Salesmen i.e., RSA.
Allotting clear responsibilities to team members- assigning targets etc.
  • Train MERCHANDISERS to identify opportunities at retail outlets and to maximize opportunity
of conversion
  • Retention of MERCHANDISERS

Job Dimensions
  • 7 to 8 distributors
  • Average of 12-14 routes
  • Business Value as per plan
  • Cost Manage Stales as per plan

Main interactions within & outside organization / External & Internal Environmental Factors
  • Internally Zonal Manager, Asst. Manager Sales, MERCHANDISERS,
  • Externally Distributors, CFAs, Shopkeepers , Retailers, Route agents

Experience and Qualification
  • MBA in Sales/ Marketing with 2 years work experience in FMCG/ Retail
  • Graduate with 5 years work experience in FMCG/ Retail


- Graduates with atleast 5 years of experience in FMCG/Telecom
- MBA with atleast 2 years of Experience in FMCG/Telecom
- MBA's are Preferred

Relocation Eligible: Not Applicable
Job Type: Regular
Apply on the Company Site

Performance with Purpose

Out performing ourselves is a rush. That's why we perform with purpose. Together, we blaze new trails, succeed, celebrate and then do something even bigger. We never settle for second best. At PepsiCo we're not just committed to performing well as individuals, but as a team, to strengthen the company as a whole.

Around the world, we're working hard to give people the tastes they crave and the nutrition they need. We dream globally and act locally, constantly innovating to sustain our planet, our people, our communities and our business practices. New markets mean new ways of doing business, and new ways of addressing health concerns, cultural differences and environmental challenges. Every day is an adventure, and an opportunity for personal and professional growth.

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