E-comm key account manager

Overview

We Are 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 $79 billion in net revenue in 2021, driven by a portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi, Quaker, and other brands. Our vision is Be the Global Leader in Beverages and Convenient Foods by Winning with pep+ (PepsiCo Positive). pep+ centers sustainability and human capital to create value and growth within planetary boundaries and to inspire positive change for planet and people.

Our employees drive our culture. We are dynamic and collaborative, committed to fostering a diverse workforce and an inclusive space where everyone has a voice. We are an equal opportunity employer and value diversity as essential to our success.

Learn more about our culture and life at PepsiCo :

Job Overview

To develop Account Business Plan and ensure it is implemented to deliver or exceed planned volume, revenue and profit targets for assigned customers. Develop and deliver the business plan through cost-effective Customer Development Agreement (CDA) and world-class merchandising materials and in-store programs. Primary objective is to drive volume, profitability, and share across the Organized Trade channel. Support rollout of PI AOP business initiatives for Global & Regional Accounts. Plan and execute the sales plan for assigned customers to achieve sales volume, market share, market execution and customer service objectives through effective leadership and utilization of the Regional sales teams, ensuring achievement of sales AOP and safeguarding & developing the company image. Support day-to-day execution of OT business development by building contacts with assigned key customers.

Responsibilities

• Planning : Develop Customer Account Plan for allocated accounts aligned across the business system. Phased volume, revenue, net revenue per kg, spend and gross profit targets. Visibility & Access Points Strategy that fits store types and ensures target achievement. Manage & agree on optimal items range meeting shopper profile. Jointly plan with customers Annual Activity Calendar. Keep SSFL brands dominant inside stores. Dominate store openings. Prepare monthly brief to Field Team detailing activities.
• Negotiation & CDA : Negotiate and sign the CDA with the customer on time and as per AOP and Financial Guidelines.
• Customer Management : Build strong relationships with customer decision makers; conduct annual business reviews; gain ongoing commitment; develop business relations with Customer Head Office Team and SSFL Management; coordinate SKU listings; ensure GTM and Service Level adherence.
• Field Communication / Execution Support : Ensure Account Plan is implemented fully and on time; deliver volume, revenue and profitability; implement POP / sales driver initiatives and Activity Calendar; manage customer investments and pricing as needed; maintain Account Fact Book and quarterly / monthly reports; forecast and budget management; regular store visits; motivate field; lead reconciliations with Customer Head Office if required.
• People (where applicable) : Implement people processes for direct reports; set SMART objectives; annual / appraisal; develop team; coaching; talent development; maintain CDAP processes.
• SSFL Control Agenda & Control Responsibility : Understand objectives, maintain process documentation, evaluate controls, maintain audit trail, lead remediation for control deficiencies, provide testing results; obtain CDA approvals as per SOA.

Qualifications

Seniority level

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