c




(Across India)





1. Distributor 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
‡ Building of good rapport as well as controlling the distributor Team
‡ Taking care of route operations, market scheming and breakages at the
Godown
‡ Manage stock levels to ensure continuous availability and regular
rotation

2. Driving Volume and Growth in the given Territory:

‡ Managing Primary and Secondary sales
‡ Operation of trade schemes within the allotted budget
‡ Appropriate distribution across the territory
‡ Taking care of High Volume Accounts (Top Customers)
‡ Recognizing Selling opportunities
‡ Identify and target new accounts
‡ Striving for channel growth like Eatery and Grocery
‡ Effectively communicating the strategies through gate meetings
‡ Geographical Information System (GIS) implementation across the
territory (for the up-country CEs)
‡ Installation and Re-Deployment of Equipments in the Accounts
subjected to volumes and other related factors as may be considered.
‡ Proposing for discount to the Accounts as necessary.
‡ Driving of Marketing and Growth initiatives
‡ Dealing with consumer complaints effectively upholding Pepsi Co values
and integrity

3. Merchandising and Promotion

‡ Manage stock levels to ensure continuous availability and regular
rotation
‡ Fill and rotate all shelf, displays and equipmen t to Pepsi-Cola Company
standards
‡ Properly price product
‡ Utilize point of purchase material

4. System Compliance:
‡ Maintenance of Sales Tools including Execution Planner, Coaching
Calendar, Territory Score Board, One-With-One, Work-With and Blue
Book
‡ 18 days of Work With in the market
Ö. Channel Management
‡ Awareness of various channels like grocery, eateries etc
‡ Awareness of upcoming channels like Modern Trade & how to tap
effectively
‡ On boarding of particular channels to our existing channel -specific
schemes

6. Managing/ developing his team

‡ Coaching of RAs
‡ Effective guidance and handholding to the merchandisers
‡ Being a communication channel between the company & Distributor
Salesmen.
‡ Allotting clear responsibilities to team members - assigning targets etc.
‡ Ensuring TSB completion and mid month target evaluation.

To strive to enhance market share of Pepsi range (including Aquafina),

penetration and visibility in a given territory and resolve matters with the
Distributors, DSMs and Accounts
Key Challenges:
‡ Maintaining the market share
‡ Generating volume growth
‡ Achieving the AOP

 

Experience and Qualification
‡ MBA in Sales/ Marketing with 2 years¶ work experience in FMCG/ Retail
‡ Graduate with Ö years¶ work experience in FMCG/ Retail

Skills and Behavioral Attributes

‡ Communication Skills
‡ Negotiation Skills
‡ People management skill
‡ Time Management
‡ Critical Thinking
‡ Instructing
‡ Analytical Ability
‡ Team Building Capability
‡ Establishing and Maintaining Interpersonal Relationships
‡ Self Confidence
‡ Organization Fit
‡ Physically Fit
‡ Mobility Constraints
‡ Leadership Skills
‡ Pepsi way of business and operations - Make; Sell; Deliver
‡ Marketing and Sales
‡ Industry Know-how
‡ Basic Computers
‡ English and local Language
‡ Distributor Business
‡ ASDOS functioning
‡ Problem Sensitivity
‡ Aggressiveness
‡ Target Oriented
‡ Sales Aptitude