Overview
This role leads PepsiCo Foods GTM deployment, focusing in Indirect Key Account business management. Its main scope incl.:
- Indirect Chain-store growth/managing model design such as portfolio in different format of stores, pricing structure by format or stores, promotion strategy by format;
- key projects design and execution and investment management;
- Help to build field teams key account management abilities.
Responsibilities
- Drive IDT LKA (local key accounts) growth by opty. identification, customer management and investments
- Proactively assess LKA growth trends and opty. against market and other channels develop business opty. in customer expansion, distribution and perfect store execution
- Enable LKA growth by capability building, leveraging MT models and solutions
- Work with MU in specific customer management
- Champion LKA investments incl. listing and perfect store execution; develop detailed investment model, deploy with MU and track ROI to ensure sustainable growth and compliance
- Frame out and deploy Indirect key account playbook by format of store to help field sales upgrade KA management ability and outcome
Qualifications
- Strong understanding of China FMCG trade structures MT/TT/wholesale,
- Key Account Management experience is a must.
- Excellent problem solving intrinsics with analytical skills and clear structured thinking to define problems and framworks
- Strong & persuasive communication skills, influencing &collaboration skills
- Executive maturity, high integrity & values driven
- Willing to travel extensively to have firsthand understanding of issues across China
Differentiating Competencies Required
- Action biased and result oriented mindset
- Strategic thinking with top-down and longer term perspectives
- Leadership and influencing skills to implement in a complex environment