Company: PepsiCo India
Location: Delhi, India
Experience Required: 3+ years (FMCG or similar industry)
Employment Type: Full-Time
About PepsiCo
PepsiCo is one of the world’s leading food and beverage companies, known for iconic brands like Lay’s, Pepsi, Quaker, Tropicana, and Gatorade. Our team is fueled by purpose and passion, driving innovation and operational excellence across our value chain. Join us to make an impact on a global scale while building a career you can be proud of.
Position Overview
We are looking for a results-driven and strategic Customer Executive to join our sales team in Delhi. In this role, you will represent PepsiCo in the marketplace, managing multiple distributors across various business scales. Your mission is to execute joint business plans, expand distribution networks, and coach field sales representatives to enhance performance and deliver profitable growth.
This is an excellent opportunity for individuals with a strong background in FMCG sales and distribution, who are eager to take ownership and drive market-level transformation.
Key Responsibilities
🔹 Sales & Market Development
- Achieve monthly secondary sales and gross revenue targets.
- Expand outlet base by increasing net distribution and range selling (including new product innovations).
- Plan and optimize sales routes to enhance field productivity.
- Improve stock availability and ensure compliance with in-store planograms.
- Establish and maintain strong relationships with trade partners to maximize customer satisfaction.
🔹 Distributor Management
- Oversee distributor performance, health, and return on investment (ROI).
- Assist in appointment, onboarding, and retirement of DBs, hubs, and spokes.
- Jointly manage the recruitment and retention of sales representatives.
- Monitor product freshness and ensure FIFO practices to reduce stales.
- Support distributors in achieving compliance with food safety and operational standards.
🔹 Field Coaching & Training
- Provide one-on-one coaching to PSRs (Pre-Sales Representatives) on sales skills and market execution.
- Set and review monthly sales targets for the field team.
- Motivate and communicate incentive programs to drive performance.
- Track field execution using daily sales reports and performance dashboards.
Key Performance Indicators
- Secondary Sales vs. Plan
- Outlet Expansion and Range Depth
- % of Outlets Billed
- Order Cancellation Rate
- SKU Availability and Execution Quality
Qualifications
Education
- Bachelor’s Degree (any discipline required)
- MBA/Postgraduate (preferred from Tier 2/3 institutes)
Experience
- Minimum 3 years in FMCG sales or a similar distribution-driven role
Skills & Competencies
- Strong knowledge of FMCG distribution models
- Proficient in Microsoft Excel, Word, and Outlook
- Local language fluency preferred; Basic English required
- Strong analytical thinking and problem-solving skills
- Effective communication, negotiation, and people management
- ROI and data analysis capability
Key Interfaces
Internal
- Area Sales Manager
- Market Development Manager
- Revenue, Supply Chain, Finance, and HR Teams
External
- Distributors
- Sales Representatives (3rd Party)
- Customers and Retailers
Why Join PepsiCo?
- Be part of a global brand with purpose-led growth
- Competitive compensation and development opportunities
- Collaborative, high-performance culture
- Industry-leading learning and upskilling platforms
What experience is required for the Customer Executive role at PepsiCo?
A minimum of 3 years’ experience in FMCG or a similar sales and distribution environment is required, along with strong knowledge of field execution and distributor management.
Will I be managing a team or working independently?
While you will not directly manage a team, you’ll coach and mentor a team of PSRs (Pre-Sales Representatives), work closely with distributors, and collaborate with internal departments to drive market performance.
What qualifications are preferred for this role?
A Bachelor’s degree is required, while a postgraduate degree or MBA from a Tier 2/3 institute is preferred. Proficiency in Excel and knowledge of local languages will be advantageous.