Key Account Manager

Job description

Overview

Are you ready to explore PepsiCo and be part of this iconic multinational?

 

PepsiCo's strength is its people. Around the world, we're working hard to give people the tastes they crave and the nutrition they need. We dream globally and act locally, constantly innovating to sustain our planet, our people, our communities, and our business practices for winning together. We are committed to Performance with Purpose; pushing to be best and fully committed to the people we share the planet with.

Seize the day for real life on the job Learning? Enjoy some flexibility that will ensure you are balancing your personal and professional life?

Our employees are at the heart of PepsiCo. Through the Company's dedication to Talent Sustainability, we continue to support the development of employees.

 

We are looking for a Key Account Manager to join our AFH Sales team (based) in Istanbul. The individual will be responsible for Key Account Manager and directly report to Senior Key Account Manager.

 

A Space to Be You

PepsiCo is an equal opportunity employer. We are committed to providing an accessible, inclusive, open and welcoming workplace environment for people with different abilities, backgrounds, lifestyles, sexual orientation, gender identity, needs and expectations, helping all individuals to make the most of their professional potential.

Responsibilities

Customer management 

·  Make periodical meetings with the global and local chain customers for the opportunities, business reviews and short/mid term target settings and support Key Account Managers for the global and national customers.
·  Plan, coordinate and apply marketing activities, tailor-made and nationwide promotions (Weekly, monthly and yearly) with 360 degree perspective including e-AFH campaigns (Food Delivery apps-Yemek Sepeti, Getir yemek, etc.), TV Commercials, Digital media investments and outdoor visuals, instore menu offers and visibility materials, etc.
·  Follow up customer reconciliation, accounts balance and payments (including late payments), rebates and other invoicing through Finance Department to take necessary actions
·  Lead and follow field sales team to ensure product availability, keep company’s visibility standards and service levels in the franchises
·  Annually develop a comprehensive & traceable account plan to deliver key account KPI’s. Analyze, compile and review performance of each strategic account plan incorporating competitor, category & shopper dynamics in order to deliver maximum volume and profit. Drive category, and discounts management in line with the account plan. Negotiate, control and execute the implementation of the annual account promotional grid ensuring alignment to the company’s annual marketing plan
·  Responsible for Category Development for the total product portfolio in designated accounts
·  Initiate and coordinate customer projects,
·  Control sales targets monthly and take necessary proactive actions.
·  To prepare presentations, proposals, plans, contact reports.

Account Gain

·  Gaining new Global and Local Key Accounts chains with his/her manager in the Away from home channel for both beverages and snacks categories.
·  Creating tailor-made contract structure and terms for each customer, work closely with finance, trade marketing, brand teams, logistic, law department, and procurement in each contract period (Approximately 30-35 on a yearly basis)
·  Building KA’s C Level (CEO, CMO, etc.) relationships with more than 150 KA universes for each KA executive to gain or renewed the contact.

Profitability and finance management

·  Follow up Customer Profitability (P&L) by reports and guidance of Finance Department
·  Follow up customer reconciliation, accounts balance and payments (including late payments), rebates and other invoicing through Finance Department to take necessary actions (own local accounts, support global accounts)
·  Return management

Operation

·  Monthly sales volume assumptions for his/her strategic customers
·  Very close following and minimum monthly meetings with demand, supply and logistic departments.
·  Coordination with sales field teams
·  Tailored package strategy and organization with other departments (Marketing, commercilaziton, trade marketing etc.) 

Price Management

·  Meal deal prices, menu prices responsibility of the accounts
·  Responsible for net price of customers 

Market research and competition follow-up

·  Market Trends, prices, benchmarking and sharing proper informations with customers
·  Analyze Market Share, Ipsos Reports, take action with the customer & inform Key Account Managers
·  Sharing best practices with the stakeholders and the company

Budget Management

·  Manage Customer budget (Bev. & snacks)
·  Activity Budget
·  Trade marketing budget
·  Total investment budget
Qualifications

·  Working with customers or consumers to identify needs and deliver winning solutions
·  Minimum 4-5 years working experience
·  Develop collaborative customer relationships
·  Minimum 3 years Key Account management experience
·  Business Development mindset
·  Fluent Turkish and English
·  University degree
·  Good communication and coordination skills
·  Excellent negotiation and presentation skills
·  Strong selling skills
·  Professionalism, dependability and desire for challenge
·  Solid pragmatic thinking and problem solving skills
·  Excellent computer literacy
·  Ability to build relationships at all levels
·  Excellent organizational & time management skills
·  Proactive