Customer Executive

Role Overview

The Customer Executive (CE) manages one or more distributors of varying business scales, acting as PepsiCo's market representative. The CE is responsible for planning, deploying, and implementing joint business plans to drive sustainable sales growth. This role involves coaching distributors and their sales representatives to expand business, troubleshoot market issues, and ensure incremental revenue growth.

Key Responsibilities

• Achieve monthly secondary sales targets and drive gross revenue growth.
• Plan delivery routes effectively to enhance productivity.
• Expand net distribution by increasing the number of serviced outlets.
• Increase weighted distribution by boosting SKU presence in existing outlets.
• Maintain stock availability and ensure rack execution aligns with the planogram.
• Build strong market relationships to maximize customer satisfaction.
• Provide one-on-one training to Product Sales Representatives (PSRs) to improve business acumen and sales skills.
• Set monthly sales targets per salesperson and coach them in market execution.
• Monitor sales performance through regular reports.
• Communicate incentives and motivate sales personnel to meet targets.
• Manage distributor appointments and retirements within territories.
• Maintain distributor health by adhering to joint business plans.
• Collaborate on recruitment and retention of sales staff.
• Reduce product expiry and stale stock by enforcing FIFO and proper stacking.
• Ensure timely, accurate delivery of orders in the market.
• Guarantee distributor compliance with food safety standards.
• Support distributor development in PepsiCo sales competencies.

Qualifications and Knowledge

• Familiarity with FMCG sales and distribution models.
• Proficiency in computer applications such as Excel, Word, and Outlook.
• Basic knowledge of English and preferably local language skills.
• Data proficiency, including understanding of ROI models.

Core Skills

• Strong negotiation skills.
• Effective communication capabilities.
• People management and leadership.
• Excellent time management.
• Critical thinking and analytical abilities.
• Problem-solving aptitude.