Senior Key Account Manager
Bucuresti, RO
4 zile în urmă

About 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 complementary food and beverage portfolio. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including 23 brands.

Guiding PepsiCo is our vision to Be the Global Leader in Convenient Foods and Beverages by Winning with Purpose. "Winning with Purpose" reflects our ambition to win sustainably in the marketplace and embed purpose into all aspects of our business strategy and brands.

For more information, visit,

Job Purpose : ......

You will be responsible for :

Customer Development :

  • Leading development for Account he / she his is responsible for;
  • Negotiating the agreements with his customers within budget limits;
  • Deciding customer priorities and opportunities with appropriate funding ensuring quality delivery of PepsiCo commercial objectives;
  • Working with Trade Marketing Managers in developing channel marketing activity, trimester programs and ASP’s;
  • Building positive relationships and Issue resolution with Customers / Consumers;
  • Identifying 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;
  • Developing and recommending customer specific plans for range, merchandising promotions, pricing, services;
  • Ensuring that this plan is in line with the commercial strategy PepsiCo plan of each market (volumes, contribution VID, and discount level);
  • Managing AOP volume increase over PY;
  • Revenue management for increase vs PY;
  • Package mix and Package innovation;
  • Execution of customer strategy and tactical plan :

  • Presentation, negotiation and implementation of targeted plans for range, shelf space, promotions, pricing, services;
  • Negotiating 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 :

  • Working with KAM to focus the required internal resources against specific goals;
  • Setting 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;
  • Coordinating with the Customer development department the perfect execution of the Trade marketing program;
  • Supporting Sales Rep for local merchandising development (training, guide lines etc.);
  • Building 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-ordinating, focusing and checking on specific targets for his / her International Accounts (volumes, range, shelf space, promotion, pricing, CDA, trade marketing budgets);
  • Team management :

  • Ensuring team development, training on the job and sharing best practices, recruiting and performance management
  • Customer Administration :

  • Maintaining 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;
  • Ensuring the budget compliance;
  • Supporting local implementation of international agreements.
  • Qualifications / Requirements

    What we are looking for :

    University degree

    Proficiency in English and MS Office applications,

    Min. 3-5 years’ experience in Sales Organized Trade (preferably FMCG)

    Solid knowledge of business environment

    Excellent communication skills

    Solid negotiation and analytical skills

    Relocation Eligible : Not Applicable

    Job Type : Regular

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