PepsiCo

Makes salty snacks, sodas and sports drinks

Baltic Traditional Trade Sales & Organized Trade Execution Manager

Account ManagementConfirmed live in the last 24 hours

Full-timeVilnius, Vilnius City Municipality, Lithuania€45.4k /yrIn-person

About the Job

Requirements

A university degree is required.
At least 5 years of sales management experience within FMCG or retail is required.
Sales knowledge suited to the product portfolio is required.
Negotiation skills, strong knowledge of sales operations, and people management and development experience in the field are required.
Profound knowledge of the local retail business is required.
Intermediate English communication skills are required.
The candidate must be able to identify appropriate strategies and secure organizational alignment.
Customer orientation, problem-solving ability, communication skills, empathy, accuracy, and precision are required.
Advanced skills in assessing and taking reasonable risks, challenging ambiguity, and ensuring sustainable performance goals are required.

Responsibilities

Achieve net revenue, market share, and profit objectives in the Baltic region through productive relationships, planning, and execution aligned with channel and company strategy.
Create distributor and customer development plans to ensure long-term delivery of PSP objectives.
Deliver execution objectives in line with the Perfect Store agenda.
Work with the merchandising agency to secure effective coverage and in-store activities.
Cooperate with Commercial, Finance, and DX/G2M teams to develop innovative proposals that deliver operational objectives sustainably.
Build short- and long-term channel- and customer-specific plans to support overall market strategy under the WCCE Next Gen framework.
Develop and flawlessly execute the AOP with clear customer-level net revenue, market share, and profit targets.
Periodically review business and people results and key drivers of variance against targets with the SEEB Senior team and GM, and develop action plans to meet the plan or forecast.
Understand and leverage key business drivers to identify new business opportunities.
Closely monitor trade spend, promotional costs, and other D&A-related costs by account, and regularly review D&A performance with the Line Manager, team, and Commercial Finance team.
Develop, present, and monitor the deployment of customer and distributor development plans and promotional activities.
Build communication and commitment within field support teams.
Build and periodically review G2M for Traditional Trade operations and the merchandising agency to secure optimal coverage and delivery of agreed objectives cost-effectively.
Present, negotiate, implement, and evaluate targeted plans for range, merchandising, promotions, pricing, service, and distribution, and develop corrective action plans to mitigate risks.
Build a clear understanding of customer and distributor structures.
Visit customers and distributors periodically to develop trust-based, mutually beneficial relationships.
Conduct one major business review with key personnel from all customers and distributors, and quarterly business reviews with primary contacts, including buyers and distributor commercial teams.
Maintain consistently high customer service.
Analyze markets, channels, and customers; review prior plans and performance and identify key conclusions.
Develop channel- and customer-specific plans supporting overall market strategy and strategic KPIs, including forecast accuracy, distribution, visibility, service levels, and promotion.
Set phased net revenue, market share, and profit goals, as applicable, by brand and account.
Develop Key Account Managers and Front Line Managers to continually elevate team capabilities.
Conduct performance management for all direct reports and set priorities for people processes and development.
Establish functional performance standards and hold the Organized Trade team accountable for achieving them.
Act as a role model for PepsiCo values.
Partner with relevant stakeholders within the channel and customer to focus internal resources on specific goals.
Coordinate cross-functional alignment with Marketing, Trade Marketing, Category Management, Finance, and Supply Chain.

Overview

To achieve Net Revenue, market share and profit objectives In Baltic through productive relationships, planning and execution compatible with Channel/Company strategy. Creates Distributor/Customer development plans to ensure long term deliveries of PSP objectives. Secures delivery of executional objectives in line with Perfect store agenda. Works with Merchandising agency to secure most effective coverage and In store activities.

Cooperates effectively with Commercial, Finance and DX/G2M teams in developing innovative proposals to deliver operational objectives in sustainable manner

Responsibilities

Business Strategy Implementation and Plan Development

Builds short and long-term Channel and Customer specific plans to support overall Market strategy as per WCCE Next Gen framework
Develop and flawlessly execute the AOP with clear Net Revenue, Market share & profit targets on Customer level
Periodically review with SEEB Senior team and GM business and people results and key drivers of variance versus target and develop action plans to meet plan or forecast
Understand and leverage key business drivers to seize new business opportunities
Closely monitor Trade spend, Promotional costs and other D&A related costs per Account, and regularly review D&A performance with Line Manager, Team and Commercial Finance team
Develop, present and monitor deployment of Customer/Distributor development plans and promotional activities
Communication and commitment building within field support teams
Build and periodicly review G2M for TT operation and Merchandising agency to secure optimal coverage and delivery of agreed objectives in cost effective manner

Execution Of Channel and Customer Plan

Presentation, negotiation, implementation and evaluation of targeted plans for range, merchandising, promotions, pricing, service, and distribution together with development of corrective action plans to mitigate risks

Develop a productive business to business relationship with the Customers/Distributors

Build and a clear understanding of the Customer/Distributor structure.
Periodical visits to the Customer/Distributor to develop a trust based mutually beneficial relationship.
One major business review with all Customers and Distributors key personnel. Quarterly business reviews with primary contact (Buyers and Distributor’s commercial team).
Consistently high Customer service

Develop and evolve Customer strategic and tactical plans:

Market, Channel and Customer analysis reviewing previous plan and performance with key conclusions.
Develop Channel and Customer specific plans that support overall Market strategy and delivery of strategic KPIs (Forecast accuracy, Distribution, Visibility, Service levels, Promotion)
Clear Net Revenue, Market share & profit (latter as appropriate) phased goals by brand by account.

People Development

Develop Key Account Managers and Front line Managers to ensure contiunuous elevation of team capabilities.
Conduct performance management process for all direct reports and set tone from the top on people process and development priorities.
Establish functional performance standards and hold OT team accountable for achievement standards.
Acts as a role model in PepsiCo Values

Building internal multi-functional alignment to the Account to achieve volume / profit goals

Within the specific Channel and Customer, partner with all relevant stakeholders to focus the required internal resources against specific goals
Coordinates cross-wiring with Marketing/Trade Marketing/Category management/Finance/Supply Chain

Qualifications

University degree, with a minimum 5 years of sales management experience within FMCG/retail
Sales knowledge suiting the product portfolio
Negotiation skills, strong knowledge of sales operation, people management/development in the field
Profound knowledge of local retail business
English communication skills (intermediate)
Transformational mindset, able to identify right strategies and secure organization alignments
Customer-orientation, good problem-solving abilities, good communicational skills, empathy, accuracy and precision
Advanced skills in assessing and taking reasonable risks, challenge ambiguity and ensures sustainable performance goals.

Compensation and Benefits:

The expected minimum compensation range for this position is 45,400 EUR annually (gross).
Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary.
In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.

About the Company

PepsiCo

Makes salty snacks, sodas and sports drinks

PepsiCo makes snack foods and soft drinks that supermarkets, convenience stores and restaurants sell around the world. It owns some of the most familiar grocery brands, including Lay's and Doritos chips from its Frito-Lay division and Pepsi, Mountain Dew and Gatorade on the drinks side, along with Quaker oats and cereals. The company runs its own plants and distribution network and earns most of its money selling finished products to retailers and foodservice customers, while partner bottlers produce some of its drinks under license. PepsiCo was formed in 1965 through the merger of Pepsi-Cola and Frito-Lay and is headquartered in Purchase, New York.

Company size: 10,001+
Company stage: IPO
Headquarters: Harrison, NY
Founded: 1965

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