Sales Executive (3 months)

The Sales Executive – is responsible for the execution of all channel-specific activities, thereby contributing to the achievement of the distribution and volume objectives for both Pepsi Jamaica and Red Stripe in the assigned customer base.

   Major Responsibilities

• Delivers assigned sales office distribution and case sales volumes as formulated in the Sustainable Development Goals (SDG) commercial meeting demand planning process and ensure CBL AOP cost per case objectives (monthly and annually).
• Guarantees CBL revenue management guidelines/policies and proper CBL AOP case sales volume/price mix at the assigned customer account level
• Establishes, builds and maintains strong and effective relationships with key stakeholders at a mid to top management level to drive mutual growth and profitability for:
• CBL
• Parent Companies (Pepsi-Jamaica & Red Stripe)
• KPI management, where the Sales Executive – Supermarket is accountable for but not limited to:
• Parent Company Beverage Equipment Asset performance: ROI, Position / Visibility, Productivity and location within the assigned customer base premises (Brewed Draft Machine, Post Mix Machine & Beverage Coolers)
• Price compliance: by item and segment.
• Assists in the implementation of Pepsi-Jamaica’s and Red Stripe’s business strategy in the assigned Supermarket sales office through the execution of the full set of Sales Drivers
• Ensures full compliance of the Sales Executive - Journey Plan (Daily & Weekly) as assigned by the CBL Commercial Department
• Possesses a Customer Service centric mindset by effectively managing the below aspects of assigned Supermarket sales office customer base relationship:
• Customer Purchase Order Fulfillment – daily and/or weekly communication verbally and in writing to Supermarket customer purchasing personnel in a timely manner.
• CBL Finance Accounts Receivables – daily and/or weekly communication verbally and in writing with assigned Supermarket customers’ Accounts Payable & Purchasing personnel; in order to avoid the potential risk of CBL Finance A/R rejecting pending purchase order quantities for delivery, due to the Supermarket customer(s) being over their credit limit or not settling unpaid outstanding invoices that become due. Efficiently manage monthly CBL Finance A/R Collections and CBL Finance A/R Aged Debt. Business Negotiating
• Ullages – formally record and log parent company product Bad Goods / Ullages by SKU and coordinate the timely collection thereof by CBL O&S Logistics.  Effective management on the logging and clearance of Ullages from customer store rooms by following through the entire CBL process
• Scrutinizes and double-checks all stated prices .
• Safety guidance and requirements as per CBL Policy
• Daily routines and weekly Journey Plan frequency process
• Periodic meetings with Supermarket stakeholders, business activation and brand review
• Visits all  customers weekly
• Maintains a Personal and professional interaction with the assigned decision-makers:
• Owner
• Store Manager
• Floor Supervisor
• Store Room Receiver
• Accounts Payables
• Perform customer visits as defined by Journey Plan
• Be directly responsible for the relationship management with the assigned Supermarket customer base
• Establish and maintain strong and effective relationships with all assigned customers and internal stakeholders (Distribution Centers, Finance Account Receivable, Customer Service Representatives and/or Merchandisers) to effectively drive mutual growth and profitability
• Support Channel Manager –  and help to resolve customer issues and/or concerns
• Efficiently handle monthly Finance A/R Collections targets and reduce Aged Debt below 2%
• Reviews customer business Monthly
• Attends and actively participates at Weekly Training seminars set by the CBL Commercial Process  & Capabilities Department
• Maintains and/or add new promotional programs as stipulated by CBL & parent companies
• Works closely with CBL Distribution Centre teams to deliver world-class services to customers
• Practices permanent ‘Excellence in Execution’ of all Red Stripe and Pepsi-Jamaica Sales Drivers
• Adheres to all CBL company policies and the safety requirements for the role
• Any other responsibilities or directives as required by CBL Commercial, Pepsi-Jamaica and Red Stripe

 Specialized knowledge, skills, and training required:

• Sound knowledge of the Jamaican Beverage Industry and its market mechanics as well as, a basic understanding of the Supermarket trade channel landscape
• Comfortable with working in a dynamic and fast-paced environment, being open to challenges, and have a can-do attitude. Ability to multi-task yet stay focused on excellent execution
• Demonstrate basic skills in analyzing data, and preparing and presenting volume reports.
• Be proficient in the preparation, presentation and analysis of reports.

• A self-driven professional with good organizational and time management skills
• High attention to detail around order capturing, Finance A/R and all administrative tasks
• Great communication and inter-personal skills
• A passion for Sales with the ambition to grow the business by developing great mutually beneficial customer partnerships
• Excellent customer service skills
• Ability to turn a customer objection into a win-win solution

Academic qualifications and experience required for the job:

• A Bachelor Degree in Business (B.B.A.) or related area.
• Proficient in Microsoft Excel, Word and PowerPoint
• Excellent verbal and written communication skills, attention to detail and high level of customer service skills
• History of progressive leadership experience
• Own or have full access to a reliable motor vehicle
• Have a valid Driver’s License

• A minimum of two (2) years’ experience in a commercial role, preferably Field Sales

Working Condition: (e.g. dust, dirt, heat, abnormal hours, frequent travel, overtime, etc.)

• Predominantly 8:30 am – 4:30 pm; may be required to work outside the set work hours
• Will be exposed to a Distribution Center & Warehouse environment, at an occasional frequency
• Frequent to moderate walking short/long distances within the Distribution Center, Office and Warehouse areas
• Frequent travel requirements, CBL Head Office and/or Distribution Centers and offsite customers across the island when necessary
• Occasional exposure to forklifts & delivery trucks within the Warehouse area
• Expected to operate within an “open” concept office environment.