Account Manager Wholesale & Channel AFH

Job description

Auto req ID: 219574BR

Job Description

Are you up for the challenge? Apply now! You'll be rewarded with global career opportunities, constant learning and development. We offer you the opportunity to be part of a highly successful and highly ethical company that is making a difference.

About PepsiCo
PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $67 billion in net revenue in 2019, driven by a complementary food and beverage portfolio. This portfolio includes a wide range of enjoyable foods and beverages, including 23 brands that generate more than $1 billion each in estimated annual retail sales.

Guiding PepsiCo is our vision to Be the Global Leader in Convenient Foods and Beverages by Winning with Purpose. "Winning with Purpose" reflects our ambition to win sustainably in the marketplace and embed purpose into all aspects of the business. For more information, visit www.pepsico.com .

Building a more sustainable food system is critical for the health of our communities and the planet we all share. Take a look at the latest efforts by PepsiCo to fight climate change, protect natural resources, and more: https://pepsico.com/sustainability/strategy

Why PepsiCo The Netherlands?
PepsiCo The Netherlands currently employs around 630 people at its 4 sites, including our headquarters in Utrecht and three production sites in Rotterdam, Zaandam and Broek op Langedijk. With well-known strong brands such as Pepsi, Lay’s, Tropicana, Quaker and Duyvis, we are in the Top 6 of food companies in The Netherlands. We pride ourselves on being a great place to work and were rewarded for the 10th time with the Top Employer certification The Netherlands and Europe. Joining PepsiCo means joining a dedicated team where innovation and forward thinking are encouraged.

Main Purpose of the Role?
The Account Manager actively contributes to the development and implementation of state-of-the-art account management. You will be responsible to ensure a long term partnership with our Wholesalers and some key accounts (channels) through a close collaboration. You will also secure implementation of the Channel plans to increase availability, visibility and affordability through commercial agreements for all categories on NL level. In short, you’ll be:

·  Responsible for volume, revenue and profitability within your customer portfolio
·  Responsible for the development, negotiation and implementation of the annual Account Plan
·  Responsible for building long term relationships and a network in the Away from Home Channel
Primary Accountabilities?
1. Business

Management of the business related to the customer portfolio. More precisely:
·  Profound customer understanding (background, account structure, customer strategy)
·  Deliver AOP objectives for all Categories w/I Budgets (Volume, Net revenue, NOPBT)
·  Support Strategy Plan/AOP (Annual Operating Plan) within the Wholesalers
·  Negotiation, implementation and follow up of the Annual Agreements
·  Building strong CDA (Customers Discounts & Allowances – balancing W/NW (Working = measurable counterparts /Non-Working)
·  Identify and capture Business Opportunities within allocated Accounts & for New Customers
·  Optimization of the assortment and introduction of new products
·  Assure Category Captaincy position for Savoury within responsible accounts
·  Management of promotions and other distribution & volume activities
·  Implement tailor made promotions in close collaboration with the Shopper Marketing Team
·  Close monitoring of customer P&L
·  Use market data (for example Wholesaler data or external data such as GFK or FSIN) to communicate conclusions to the appropriate parties within the customer
2. Customers/Relationships
·  Be the face to the customer cross department
·  Customer wiring: secure outstanding professional relationships with all relevant contact persons within the customer organization
·  Frequent contact with the buyer/category manager as well for the day-to-day follow-up as for the customer understanding
·  Assure regular Business Review sessions as well with the Buyer as with other departments (external) in order to optimize the communication and to develop the business opportunities
3. Organization
·  Contribute during sales meetings in order to share the customer’s point of view
·  Actively participation/feed in for IS&OP sessions in order to contribute to the identification of the needs in closing the gap demand plan versus AOP and the reduction of obsoletes
·  Logistical fine tuning with Customer Service and Demand Planning
·  Secure a perfect and regular internal communication with the Channel Account Management team from which who you need to be informed of the Channel promotion, listings and other activities in order to assure the flow with Wholesaler Account Management
·  Support marketing and shopper marketing in the development of promotion plans and tailor made activations within the wholesalers and channel outlets
·  Close collaboration with Commercial Finance
·  Follow-up of customer invoicing with Sales support, in order to achieve an optimal cost-control

Qualifications/Requirements

·  Graduate or University degree
·  3 to 5 years’ experience in FMCG, Away From Home knowledge is a plus
·  Bilingual: Dutch – English
·  Result-oriented, driven towards growth and a hands-on mentality
·  Strong communication skills, persuasion and relationship management skills with the ability to interact and communicate with different levels in the company and within the customer – open & clear
·  Strong business acumen, Profit & Losses attitude
·  Good negotiator with a feeling for facts and figures
·  Priority management skills and ability to multi-task
·  Team player, taking other with you to ensure smooth team collaboration
·  Entrepreneurial spirit to drive the agenda and really make it happen
We are an equal opportunity employer and we value diversity and inclusivity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or maternity, marital/civil partnerships, religion or belief, sex or sexual orientation, gender or gender reassignment, disability or race including; color, nationality, ethnic or national origin. Please also visit www.pepsico.com/about/diversity-and-engagement for more information on what we do in practice to embrace diversity and inclusivity in the working surroundings and in society.

Relocation Eligible: Not Applicable
Job Type: Regular