Senior Key Account Manager, Snacks & Beverages

Job description

Overview

We are PepsiCo Sales. We are game changers, mountain movers and history makers. We are a diverse group, spread among 200 countries and united by a shared set of values and goals. You know our name through our amazing portfolio, including Pepsi, Lays, Doritos etc.

Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). Pep+ is our strategic end-to-end transformation that puts sustainability and human capital at the center of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people.

 

Job purpose:

·  Recommend and settle together with OT Director, Snacks And Beverages (PO1) the commercial strategy and action plans necessary to reach volume and profits objectives defined in AOP on the managed categories for the International Account he/she is responsible for;
·  Prepare forecasts and budgets;
·  Negotiates with OT customers the annual agreements;
·  Prepare annual consolidated promotional plan;
·  Ensure NPD fast penetration.
Responsibilities

What you’ll be working on:

 

Customer Development:

·  Lead development for Account he/she his is responsible for;
·  Negotiating the agreements with his customers within budget limits;
·  Budgeting and forecasting;
·  Decide customer priorities and opportunities with appropriate funding ensuring quality delivery of PepsiCo commercial objectives, while monitoring execution on a trimester basis;
·  Work with Trade Marketing Managers in developing channel marketing activity, trimester programs and ASP’s;
·  Build positive Customer relationships, issue resolution with Customers / Consumers and identify areas of opportunity to grow share, volume and revenue.

Develop the customer strategy and tactical plan:

·  Customer analysis reviewing plan and performance with key conclusion and building a SWOT analysis (account review);
·  Develop and recommend customer specific plans for range, merchandising promotions, pricing, services;
·  Ensure that this plan is in line with the commercial strategy PepsiCo plan of each market (volumes, contribution VID, and discount level);
·  Manage AOP volume increase over PY;
·  Package mix, revenue management for increase vs PY, package innovation.

Execution of customer strategy and tactical plan

·  Presentation, negotiation and implementation of targeted plans for range, shelf space, promotions, pricing, services;
·  Negotiate with the customers, the range of products, the Trade marketing programs, the planograms and the consumer price;

Building internal multi-functional alignment to the account to achieve volume/profit goals :

·  Within the specific account plan, work with KAM to focus the required internal resources against specific goals;
·  To set up an accurate and regular Tracking tools to ensure a good field execution of the counterparts obtained at national level for his/her International Accounts;
·  To coordinate with the Customer development department the perfect execution of the Trade marketing program;
·  To support Sales Rep for local merchandising development (training, guide lines etc.);
·  Build in co-ordination with KAM a customer P&L including Trade marketing investment and field coverage;
·  Communication and commitment building within field support teams;
·  Co-ordinate, focus and check on specific targets for his/her International Accounts (volumes, range, shelf space, promotion, pricing, CDA, trade marketing budgets);
·  Checking service invoice from accounts;
·  Collaborates with PO1 National Field Sales Manager in order to properly implement the agreed activities;

Customer Administration

·  Maintain an account file that represents the current situation within the allocated account in terms of the key sales drivers (info file);
·  Monthly account report update (MAR);
·  Checking at the stores levels for the implementation of the agreements;
·  Ensure the budget compliance;
·  Support for local implementation of international agreements;

Team management:

·  Ensure team development, training on the job and sharing best practices, recruiting and performance management. 

 

Qualifications

Who’s a good fit for the team :

·  3-5 years’ experience in Sales Organized Trade (preferably FMCG);
·  University Degree;
·  Solid knowledge of business environment;
·  Solid negotiation skills and analytical skills;
·  Proficiency in English and MS Office applications.

What can you expect from us:

·  Opportunity to grow and learn in a company that puts people first
·  Competitive salary and benefits package, regularly analyzed and improved
·  Opportunities to learn and develop every day through a wide range of programs.
·  Internal digital platforms that promote self-learning
·  Working in a hybrid environment with flexible hours
·  We love to celebrate success, which is why we have recognition programs for seniority, behavior, leadership, moments of life, among other.