Key Account Manager

PepsiCo Strategic Customer 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 nearly $92 billion in net revenue in 2024, driven by a complementary beverage and convenient foods portfolio that includes Lay's, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. 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 pep+ (PepsiCo Positive). 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.

Responsibilities

Develops strategic and tactical customer plans:

• Customer analysis, including review of the previous plan and performance with key conclusions.
• Develops specific customer plans covering overall strategy, specific objectives, and tactics for assortment, merchandising, promotions, pricing, services, and distribution.
• Clear volume and profit (profit last if needed) phased targets by brand and by customer.
• Prepares a plan with details on the planned presentation, agreement, and implementation of all elements of the customer plan.

Execution of customer plans:

• Appropriate levels of written, verbal, and face-to-face communication with the customer.
• Presentation, negotiation, implementation, and evaluation of targeted plans along with development of corrective action plans to mitigate risks.

Develops a productive business relationship with the client:

• Builds and documents a clear understanding of the customer's structure, roles, and individuals.
• Periodic client visits to develop a trust-based, mutually beneficial relationship at all relevant interaction points.
• One major business review/analysis with all key client personnel. Quarterly business reviews with the primary contact (buyers).
• Consistently high customer service: same-day response time; prioritizing and resolving customer "issues" within agreed timelines.
• At the appropriate level, clear understanding of how the client makes key decisions, who makes/influences/implements them, and as a result, builds relationships with key personnel. Facilitates cross-functional relationships between the customer and the company as needed to influence key decisions.

Builds internal cross-functional alignment with the customer to achieve volume/profit goals:

• Within the specific customer plan, works with the line manager to secure necessary internal resources for specific objectives.
• Supports the regional chain manager, closely collaborates with the front line, supporting implementation of agreed activities and execution of marketing/customer-specific plans.
• Trade marketing/category management/finance/logistics

Prepares the customer budget and secures agreement to deliver specific plans with desired profitability:

• Develops, presents, and monitors execution of customer promotional activities.
• Carefully monitors promotional costs and other expenses related to D&A per customer and regularly reviews D&A performance with the line manager.
• Supports communication and builds commitment within field support teams (DTS supervisors and DTS resellers)

Customer administration:

• Maintains customer files representing the current situation within the customer in terms of key sales drivers.
• Creates and maintains an up-to-date database of actions per customer.
• Ensures desired forecasting level for company production planning.
• Completes all customer administration as needed (e.g., promotional proposals, product files, etc.).
• Weekly store visits to confirm compliance with customer plans.
• Continuously updates the budget with accurate status for each activity/invoice.
• Evaluates all key customer activities within the plan (e.g., promotions).

Qualifications

• University degree
• Minimum 5 years of experience in sales and customer management
• Advanced knowledge of the English language
• Advanced knowledge of the MS Office suite
• Category B driver's license
• Strong communication and negotiation skills
• Customer-oriented with problem-solving abilities.