CE Khurda

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Quick Summary

Overview

Overview CE handles single/multiple distributors ranging over different scale of business. He/She is the representation of PepsiCo in market who is responsible for planning,

Technical Tools

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CE handles single/multiple distributors ranging over different scale of business. He/She 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/She will be instrumental in resolving market challenges and ensuring incremental business.

Sec Value Achievement Vs. Plan
Outlets/Distribution Addition
Range Selling (Including focus on innovation)
%age Outlet billed

Order Cancellation Rate

Responsibilities

~1 min read

Market

→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 (Pre-Sales Representatives) to develop business understanding & sales capability
→Monthly target setting for each salesmen
→Works with PSRs in market to coach him/her on market execution
→Monitors PSR performance using regular sales reports
→Communicates incentives and motivates PSRs to achieve targets

Distributor