Sales Associate

Job Title: Sales Associate

About the Role

The Sales Associate (CE) represents PepsiCo in the market, responsible for planning, deploying, and executing joint business plans to drive sustainable sales capability. This role involves supporting distributors in expanding their business through coaching and collaborative work with distributor teams. The Sales Associate will address market challenges and ensure incremental business growth.

Key Responsibilities

• Achieve volume targets versus plan.
• Drive outlet and distribution additions.
• Implement range selling, with a focus on innovation.
• Increase the percentage of outlets billed.
• Minimize order cancellation rates.
• Deliver monthly secondary sales targets and gross revenue growth.
• Plan routes efficiently to boost productivity.
• Increase Net Distribution by expanding the number of outlets served.
• Increase Weighted Distribution by growing SKU count in existing outlets.
• Ensure stock availability and rack execution according to the planogram.
• Build market relationships to maximize customer satisfaction.

Training & Communication

• Conduct one-on-one training for Sales Representatives to enhance business understanding and sales capability.
• Set monthly targets for each salesman.
• Coach salesmen on market execution by working with them in the field.
• Monitor salesman performance using regular sales reports.
• Communicate incentive programs and motivate salesmen to achieve targets.

Distributor Management

• Manage distributor/hub/spokes appointment and retirement for territories.
• Oversee Distributor health (ROI) by ensuring adherence to the Joint Business Plan.
• Co-responsibly recruit and retain sales representatives.
• Minimize product expiry/stales by enforcing FIFO and stacking norms.
• Track correct and timely delivery of orders in the market.
• Ensure food compliance for every distributor.
• Facilitate distributor development on PepsiCo sales competencies.

Qualifications

• Any Graduation or Post Graduation