Sales Process Digitalization

3 weeks ago

Dublin, Dublin City, Ireland PepsiCo Full time
Overview

The Sales Process Digitalization Lead will be responsible for the assessment, design and deployment (for anchor markets and key profit pools) of sales force digitalization and automation processes across International Beverages markets. This role is pivotal in elevating granular execution, digital transformation, and driving a future fit sales organization through robust process design and stakeholder alignment. The role is expected to deliver critical high-impact projects across markets partnering with IB OU CCO organizations, S&T and identified 3P solution providers.

Responsibilities
  • Lead end-to-end process mapping, diagnostics, and reengineering of SFA workflows
  • Collaborate with cross-functional teams to ensure seamless integration of SFA tools with commercial operations and develop robust benchmarks & playbooks to document best practices
  • Develop Sales digitalization strategy in line with IB Triple 15 vision, by anchor market and profit pools, and deploy necessary solutions in alignment with AOP priorities
  • Scorecard KPIs and SLAs to ensure business impact and enable continuous improvement. Drive robust governance and project management.
  • Partner with Bottler teams, OU CCOs and Sales Capability to ensure user adoption, best-in-class solutions deployment and functionality roadmap, alignment to growth uplifts.
  • Engage with senior leadership across Commercial, Franchise and S&T to align on transformation roadmaps
  • Facilitate periodic reviews and governance forums to track progress and escalate risks.
  • Influence decision-making through data-driven insights and structured communication.
  • Support training and change management initiatives to embed new ways of working.
  • Act as a subject matter expert for SFA tools and processes within the beverages business unit.
Qualifications

Qualifications & Experience

  • 8–12 years of experience in Foods / Bevs sales operations and commercial excellence mandatory, process transformation / consulting background will be a strong plus
  • Experience of driving E2E Commercial transformation projects in digitally developed markets will be preferred, detailed understanding of customer management & merchandising/retailer execution processes is desirable
  • Deep understanding of digitalizing sales force and integrated commercial capabilities, including Sales Force Automation (SFA), AI based suggested orders, image recognition-based execution and strategy to digitize retail
  • Strong operational background with proven success in deploying SFA or CRM platforms (e.g., Newspage, Salesforce).
  • Demonstrated ability to manage senior stakeholders and influence cross-functional teams.
  • Proficiency in process improvement and project management.

Key Competencies

  • Strategic thinking with a hands-on execution mindset.
  • Strong analytical and problem-solving skills.
  • Excellent communication and facilitation abilities.
  • Resilience and adaptability in a fast-paced, matrixed environment.
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