Lead Ecommerce Accounts

Overview

At PepsiCo, you’ll discover a place where our mission is to create smiles around the world. With a portfolio of more than 500 beloved brands including, Gatorade, Lay’s and Quaker, our work touches millions of people every day. At the heart of the company is a team of thinkers, creators, and problem-solvers who collaborate to innovate and turn ideas into action. Driven by innovation and a focus on creating joyful moments through food and drinks, our decisions are guided by consumer centricity, creating opportunities for our associates to do meaningful work and make a lasting impact in the communities we serve. Whatever your role, you’ll be part of a global community that values your ideas and empowers you to make an impact, on your career and on the world around you.

You will be part of PepsiCo’s Western Europe Operating Unit, which encompasses multiple regions across our Market Units: Benelux, France, Iberia (Spain & Portugal), and GRoW (Germany and the Rest of Western Europe: Austria, Italy, Nordics Food, Switzerland).

The Lead eCommerce Accounts DACH owns the commercial performance, strategic development, and direct customer management of eCommerce partner accounts. (Pure Players, Marketplaces, quick commerce) across Germany, Austria, and Switzerland.The role is expected to deliver profitable growth, reliable forecast accuracy, and strong partner execution by setting clear account strategies, leading negotiations, and ensuring consistent delivery across markets. Acting as the regional commercial owner, the role ensures eCommerce accounts contribute sustainably to overall DACH growth ambitions while operating with clear channel roles and strong cross‑functional alignment.

Responsibilities

• Own commercial performance of eCommerce accounts across DACHAccountable for Net Revenue, growth delivery, and performance vs. AOP for Pure Players, Marketplaces and quick commerce across DE/AT/CH.
• Define and execute DACH eCommerce account strategiesSets partner‑level growth strategies, priorities, and targets aligned with overall eCommerce and channel strategy.
• Lead and develop the eCommerce account teamLeads account managers, sets targets, reviews performance, and builds scalable, high‑quality ways of working.
• Own assortment, promotion, and commercial negotiationsLeads partner negotiations on assortments, promotions, pricing logic, and annual commercial plans.
• Act as senior interface to key eCommerce partnersServes as the primary escalation and relationship owner for strategic eCommerce partners.
• Ensure cross‑market consistency and best‑practice sharingDrives harmonized approaches across DE/AT/CH while enabling necessary local adaptations.
• Steer forecasting, reporting, and performance reviewsEnsures transparency, forecast accuracy, and structured performance governance across accounts.

OWNS

• eCommerce account strategies, targets, and growth priorities
• Strategic customer and reseller relationships
• Partner‑level commercial plans (assortment, promo mechanics, commercial focus)
• Account prioritization and resource allocation within the eCommerce account portfolio
• Performance governance, forecast assumptions, and escalation topics

INFLUENCES

• Pricing corridors and promotional frameworks (via RGM & Category)
• Marketing activation and content execution (via Marketing & Growth roles)
• Supply and availability constraints (via Supply Chain)
• Overall eCommerce channel strategy and investment guardrails (via Head of DTC & eCom)

Qualifications

Commercial Performance

• Net Revenue (NSV) vs. target (DACH)
• Growth vs. prior year
• Market‑level performance vs. AOP (DE / AT / CH)
• Forecast accuracy (FC vs. actuals)

Account & Execution Quality

• Promotion execution rate and effectiveness
• Digital shelf compliance and assortment availability
• Pricing and commercial compliance with partners

Strategic Delivery

• Delivery of strategic account initiatives (new partners, expansions)
• Cross‑market consistency across DACH
• Stakeholder satisfaction and partner relationship strength

ACADEMIC BACKGROUND

·  Bachelor’s degree required; Master’s degree preferred in:Business Administration, Marketing, eCommerce, Digital Business, Economics, or a related field.

·  Solid commercial and analytical foundation expected.

EXPERIENCE

• 5-8 years of experience in eCommerce, digital sales, or key account management, ideally in domestic appliances and/or FMCG
• Proven track record in managing eCommerce partners and business development
• Experience with commercial negotiations, promotions, and growth delivery
• Multi‑market or regional (DACH) experience strongly preferred
• Prior people‑leadership experience is an advantage

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