E - comm Key Account Manager

PepsiCo Business Development Manager

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 complementary beverage and convenient foods portfolio that includes LAY'S ®, DORITOS ®, CHEETOS ®, GATORADE ®, PEPSI ®, QUAKER ®, and more. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

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.

Our employees drive our culture. No two days are the same; we are dynamic and full of passionate teams that embrace new ideas through our collaborative spirit. At PepsiCo, we know that our company can only succeed when our associates and the society we serve flourish. We are committed to fostering a diverse workforce by creating a collaborative, equitable, and inclusive space where everyone, regardless of what we look like, where we come from, or who we love, has a voice. At PepsiCo we create a space to be you.

We are an equal opportunity employer and comply with the global human rights policies and equality laws in the countries we operate in, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or marital/civil partnerships, religion or belief, gender, disability and we are Mowaamah-GOLD certified in Saudi.

Job Overview:

To develop account business plan and make sure it is implemented to deliver/exceed the planned volume, revenue, and profit targets for assigned customers. Develop & deliver the business plan through cost-effective customer development agreement (CDA) and world-class standards merchandising materials and in-store programs. His primary objective is to drive volume, profitability, and share across the organized trade channel. Support rollout of PI AOP business initiatives for global and regional accounts. Planning and executing the sales plan for assigned customers and achieving the sales volume, market share, market execution, and customer service objectives through effective leadership and maximum utilization of the regional sales teams and ensuring successful achievement of sales AOP and to safeguard & develop the company image in the marketplace. To support day-to-day execution of OT business development building contacts with assigned key customers.

Responsibilities

Planning:

• Develop customer account plan for the allocated accounts that are aligned across the business system.
• Specifically:
• Phased volume, revenue, net revenue per/kg, spend, and gross profit targets.
• Visibility & access points strategy which fits stores types and ensure targets achievements.
• Manage & agree on optimal items range which meet the shopper profile for allocated customers.
• Jointly plan with customers annual activity calendar which ensures targets achievements.
• Keep SSFL brands dominant inside stores to reflect its market leadership.
• Dominate stores openings.
• Prepare monthly brief to all field team which contains all details related to the confirmed activities with customers (items, quantity, displays, prices, POSM, mechanics, etc...).
• Negotiate and sign the CDA with customer on time and as per AOP and financial guidelines.

Customer Management:

• Personally penetrate the customer vertically and horizontally to build strong, professional relationships that can be leveraged to gain commitment to the proposed plans. Additionally, lead and coordinate other field managed accounts by supporting the regional managers in their penetration within the allocated accounts.
• Undertake an annual business review with the customer that involves all relevant personnel, reviews what has worked and presents the year ahead at a strategic level.
• Gain commitment from key customer decision makers to the account plan initially and on an ongoing basis.
• Develop an excellent business relation with customer head office team & SSFL management team as well as at stores levels.
• Agree with customers for listing all new SKU's in customers systems on time & as per CDA term.
• Make sure GTM (merch. freq.) & service level (PO freq.) is properly followed as per agreed strategy by store format.

Field Communication / Support for Execution Team:

• Make sure the account plan is being implemented in full & in time. Specifically:
• Deliver volume, revenue, net revenue per/kg, spends, and gross profit as agreed.
• Implement the agreed POP/sales driver initiatives and targets.
• Implement the activity calendar.
• Ensure that all customer investment breaks even and delivers the best available business impact for SSFL.
• Ensure that customer pricing/CDA terms are agreed to support the agreed business goals, based on principles and that any changes are based upon an objective business case and are approved by SSFL management.
• Customer administration. Specifically:
• Develop and maintain an account fact book that contains all relevant customer information, stores details, as detailed in selling edge.
• Issue a quarterly report covering customer performance versus target, implementation of the account plan, and the outlook for the balance of the year.
• Issue the KA scorecard on a monthly basis.
• Forecasting to the agreed standard.
• Budget management and monitoring, as detailed in the KA monthly scorecard and budget tracker.
• Account administration as required (e.g. promotional proformas, listing forms, customer reconciliation, etc.). Leverage the key account operating processes as outlined in selling edge to ensure that field are aligned to relevant activities and execution standards within the allocated accounts.
• Proactively report performance status versus objectives to track business performance.
• Regular visits to the stores as per agreed schedule.
• Motivate the field to ensure appropriate local activity is delivered within the allocated accounts.
• Lead any reconciliations problems at customer head office level if required.

Review:

• Update score cards at regular and consistent basis.
• Undertake store checks alongside account visits to ensure execution 100% implemented as per CDA & plans.
• Evaluate key activities/promotions to determine what works best as a basis for future plans.
• Get all required updates from team & sent to SSFL head office on time especially weekly activities & visibility audit.

People (where applicable):

• Own and deliver excellent people processes for direct reports. Specifically:
• SMART objectives at annual, quarterly, and monthly basis.
• An annual appraisal based on the objectives.
• Role profile as detailed in the job description and my development competency model.
• Develop plan including projects, coaching, and formal training.
• Represent career interests of direct reports in line with the CDAP process.
• On-going leadership and motivation of direct reports.
• On-going coaching and development of direct reports.
• Motivate and leverage other internal human resources to support delivery of the account plan.
• Self-development.

SSFL control agenda & control responsibility:

• Understand the objective of the control
• Maintain process documentation that is complete and accurate including narratives, flowcharts, test scripts
• Evaluate the effectiveness of controls assigned to them
• Maintain an audit trail to evidence execution of the activities, sufficient to enable re-performance by independent 3rd party
• Lead the remediation efforts for a control deficiency
• Provide results of testing to process owners.
• Key control accountabilities includes:
• Obtain CDA approvals as per SOA and forward to customer to get it signed & stamped; control #: (SFOTCSDDRMK43).

Qualifications

• Commercial awareness - strong knowledge of what's important/needed by sales to develop selling tools and stories and delivering gold standard execution.
• Strong verbal and written communication as well as facilitation skills - confidence to lead and direct discussion