Customer Executive

Role overview

The Customer Executive serves as PepsiCo’s on-ground market representative and manages one or more distributors across different business sizes. In this role, you will plan, roll out, and execute joint business plans while building sustainable selling capability and driving growth in the market.

You will support distributors in growing their business by coaching them and working closely with the distributor team and/or sales representatives. The position also involves tackling market issues and creating incremental business opportunities.

Key performance areas

• Sec Value Achievement versus plan
• Outlet and distribution expansion
• Range selling, including a focus on innovation
• Outlet billing percentage
• Order cancellation rate

Responsibilities

Market execution

• Deliver monthly secondary sales targets and support growth in gross revenue.
• Plan routes in an efficient way to improve productivity.
• Expand net distribution by increasing the number of outlets served.
• Improve weighted distribution by increasing the number of SKUs placed in existing outlets.
• Maintain stock availability and ensure rack execution follows the planogram.
• Build strong market relationships to improve customer satisfaction.

Training and communication

• Conduct one-to-one training for PSRs to strengthen business knowledge and sales capability.
• Set monthly targets for each salesperson.
• Work in the field with salespeople and coach them on market execution.
• Track salesperson performance through regular sales reporting.
• Share incentive information and motivate salespeople to meet targets.

Distributor management

• Handle distributor, hub, and spokes appointments and retirements for territories.
• Support distributor health and ROI by ensuring the joint business plan is followed.
• Share responsibility for hiring and retaining sales representatives.
• Reduce expiry and stale stock by enforcing FIFO and product stacking norms.
• Monitor correct and timely delivery of orders in the market.
• Ensure every distributor follows food compliance requirements.
• Support distributor development on PepsiCo sales competencies.

Qualifications and requirements

• Knowledge of the FMCG sales and distribution model.
• Working knowledge of Excel, Word, and Outlook.
• Local language skills are preferred, along with basic English.
• Data handling ability, especially in ROI-based models.

Education

Any undergraduate or postgraduate qualification is acceptable.

Location

Hisar, Haryana, India.