Commercial Director

Overview

Location & Travel Preferences: Please only apply if you meet the below preferences

- Within Europe, this role can be based out of Dublin or Geneva.
- Travel up to 40/50% requirement depending on customer and event requirements.

PepsiCo Away From Home (AFH) is a division of PepsiCo that brings the company's portfolio of beverage brands to market across all consumer occasions and locations outside of the Home. The AFH operating environment is complex and highly dynamic, requiring diverse sales and go-to- market systems to meet consumer and operator needs across distinct sub-channels including Restaurants, Workplace and Recreation.

The International Away From Home team works across PepsiCo’s international markets (ex North America) and is focused on defining and executing the strategies to win at a total channel and sub- channel level. This includes managing above-market initiatives and working with the Global Groups, Sectors and BUs to translate identified Strategic Deep Dive (SDD) priorities into action across Horizons 1-3.

As we continue to expand our presence and reach in high growth strategic growth cells within International AFH, we are seeking an individual who can bring both a strong bias to action to drive Horizon 1 results and execution within identified spaces; while also bringing the strategic focus and long-term thinking to identify the roadmap, programs and capabilities required to deliver sustained performance and step-change across Horizon 2 and 3.

This role will focus on two specific elements:

- Leading the establishment of an International New Business hunting function, including defining target customers, creating wiring/networking plans (with BU + Bottler alignment), directly engaging with target operators and managing the RFP process where applicable, and creating and embedding the frameworks to improve the wider New Business approach for our International markets.
- Leading the International agenda (Sub-channel strategy, playbooks, activation and customer engagement plans) for emerging sub-channels including Workplace and Gas. This role will be fundamental to the success of delivering against a key PSP Away from Home Growth Cell of driving growth in attractive and strategic channels and accounts. To succeed, they must show a strong combination of strategic thinking capabilities as well as a hands-on relationship building skills. Further, the role requires strong analytical skills and the ability to conceptualize plans from scratch to help to grow our business.

- Travel: Travel up to 40/50% requirement depending on customer and event requirements.
- This role can be remote/ location free for the following markets - South Africa, Middle East, India, Pakistan, Egypt,
- Within Europe, this role can be based out of Dublin or Geneva.

We are open to consider applications from other locations/sector on top of those included in the posting.

Responsibilities

New Business

- To define (in partnership with market and channel leads) strategic global and multi-market operators in specific growth cells and targeted sub-channels, and directly lead the engagement with these operators to win new business, whether through a formal RFP process, a direct negotiation at multi-market level, or the co-ordination of local agreements
- To lead the full E2E new business process (leveraging 10 Step Hunting model) for said targets.
- To co-ordinate, with Sector and market leads, the engagement process with existing strategic regional partners, with a view to creating/extending partnerships with them in other regions
- To define and the embed the DICE/WOW for multi-market new business engagement.
- To identify (in partnership with markets/Sectors) high-growth operators (including Private Equity funds, Venture Capital and other relevant players) and actively support their expansion and the early stages of their development, building and embedding the processes to identify, nurture, mentor, scale and facilitate multi-market expansion
- To lead (in partnership with the Capabilities team and Sector/Market/Franchise) the acceleration and embedding of New Business hunting programs to improve the rate of success of new business acquisition across the system

Emerging channels

- Lead the International agenda (Sub-channel strategy, playbooks, activation plans and customer engagement processes/frameworks) for emerging and high-growth sub-channels, including but not limited to Workplace and Gas.
- Identify and Build (in partnership with the Capabilities + Communities team) the specific communities, capability programs and processes to increase channel understanding, capability and execution
- Where relevant, define key partners and lead the management of key global/regional relationships, including T2T engagement/co-ordination

Qualifications

- Leading edge FMCG Sales experience gained in blue-chip consumer business (15+ years)
- Functional Sales Mastery – Extensive experience and understanding across breadth of Sales/Commercial fundamentals
- Experienced in AFH channels and customers
- Strong Analytical Skills
- Financial literacy and acumen
- Demonstration of working well with cross functional teams to drive brand agendas
- Channel Strategy: Strong understanding of Consumer/Shopper insights & tools to develop
- channel wide strategies and plans
- Strong negotiation skills & experience in delivering in complex environment
- Strong communication and presentation skills to be able to distill complex data and project
- plans into clear actionable recommendations for senior management and stakeholders
- Excellent relationship building, listening & influencing skills, actively seeking & understanding
- inputs of others to gain broad alignment to ideas
- Ability to work in a matrix structure across time zones and to build relationships virtually
- Compelling, powerful communication skills with the ability to persuade and influence
- Ability to build winning relationships, both internal & external

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