Customer Sales Executive – Mathura

Role overview

The Customer Executive manages one or more distributors across different business sizes and acts as PepsiCo’s face in the market. The role focuses on creating, rolling out, and executing joint business plans while building sustainable sales capability.

This position also supports distributors in growing their business by coaching the distributor team and sales representatives, resolving market-level challenges, and delivering incremental growth.

Key performance areas

• Achieve value sales against plan.
• Add more outlets and expand distribution coverage.
• Drive range selling, including new product focus.
• Improve the percentage of outlets billed.
• Reduce order cancellations.

Market execution

• Deliver monthly secondary sales targets and grow gross revenue.
• Design routes efficiently to improve productivity.
• Increase net distribution by serving more outlets.
• Strengthen weighted distribution by increasing SKU presence in current outlets.
• Maintain stock availability and ensure rack execution according to planogram.
• Build strong market relationships to improve customer satisfaction.

Training and communication

• Provide one-to-one training to PSRs to improve business understanding and sales capability.
• Set monthly targets for each salesperson.
• Work alongside salesmen in the field to coach execution.
• Track performance through regular sales reporting.
• Share incentive updates and motivate the team to meet goals.

Distributor management

• Support distributor, hub, and spokes appointments and retirements for territories.
• Maintain distributor health and ROI by following the joint business plan.
• Share responsibility for recruiting and retaining sales representatives.
• Limit expiry and stale stock by following FIFO and stacking standards.
• Track that orders are delivered accurately and on time in the market.
• Ensure food compliance across every distributor.
• Help distributors strengthen PepsiCo sales capabilities.

Qualifications and experience

Applicants should have completed any undergraduate or postgraduate degree. A minimum of 2 years of experience in FMCG or a similar sales and distribution role is required.