Senior Key Accounts Manager

Overview

The KAM will lead the PO1 On Premise and E-Commerce agenda; and will be responsible to define Channel-wise strategy to achieve sustained growth and to deliver the AOP volume and Revenue targets. Additionally, the KAM’s responsibilities will include managing the Budgets assigned to the Key Account function, ensuring Controls and Audit Compliance at all levels.

Responsibilities

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  Develop and deliver the assigned channels (Food Service, Ecommerce, Cinemas and Local Eateries) PO1 AOP (Annual Operation Plan) across the business


• Strong leadership & liaison with bottler teams to prioritize opportunities, set sales strategy & vision, and lead a team; achieve sales volume, revenue, profitability and KPI goals


• Responsible for growing share in each channel across all markets within the region


• Provides business coaching and career development guidance to direct reports and team

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  Develop relationship with Account heads/Customers and lead activations and consumer/trade promotions in these accounts.


• Manage relationship with customers and ensure execution of contractual terms agreed with the customers.


• Build matrix cross channel and functional relationships across brands, retail teams, supply chain, marketing, innovation, insights, finance , franchises and distributor field sales, franchised bottling community and business development


• Develop & activate local marketplace initiatives and promotions to build brand development and maximize brand performance across allocated channels


• Provide leadership to a team of professionals across bottlers (Bottler Key Account Teams and Sales and Distribution teams)


• Develop direct reports and play supportive role in all of their contract renewals, new business acquisitions, day to day customer/business needs as well as career needs


• Responsible for co-developing in store execution plans with the support of Channel Development Manager with particular focus on assuring prominent visibility of PepsiCo brands in partner outlets


• Influence working stakeholders for buy-in and business ownership.


• Communicate with relevant functions to advocate running promotions and ensure intended progress is met


• Work with other internal teams, such as Marketing, Franchise, Operations and Capability teams to leverage solution and support


• Responsible for co-developing consumer promotion and consumer engagement plans with National Manager/Franchise Director with particular focus on enhancing sales/brand image of PepsiCo brands

• 
  Work together with the National Manager to implement E-Commerce strategy, tactics and program based on shopper insights to drive account profitable & sustainable growth


• Lead the eCommerce agenda and deliver growth in eCommerce at a stronger rate than offline sales


• Own and lead the online/digital customer relationships to become a trusted advisor, creating strategic partnerships which have long term aspirations to be strategic alliances with retailers


• Perform operational due diligence on the retail partners across the end to end sales flow to identify issues /risks and mitigate accordingly through effective partnering and collaboration with internal /external partners and subject matter experts


• Monitor and advise on hygiene factors relating to PepsiCo product performance on partner platforms and identify opportunities to cross sell and up sell


• Lead the evaluation of new eCommerce opportunities in retail partners building credible specific online Joint Business Plans


• Constantly look for opportunities to drive incremental profitable growth and work closely with aligned internal resources to optimize PepsiCo products on retailer’s platforms


• Maintain scorecards & consistent KPIs - Provide regular detailed insights of sales and media performance, summarizing in scorecards to enable comparisons and insight tangible driven actions


• Lead and deliver the eCommerce Test & Learn initiatives against joint priorities to drive future growth in in the market as identified in the Joint Business Plans


• Develop a deep understanding of the merchant portfolio from internal and external data / insights


• Own internal eCommerce relationships, working with the Regional eCommerce team to roll-out global initiatives and sharing local findings


• Be an internal advocate and lead the Digital Transformation through proactive communication to peer groups

• Support NKAM to develop budgets for the PO1 Key Accounts Function, taking inputs from the OT, Channel Activation and Business Development Teams; the budgets to be in sync with the Finance Function


• Develop and submit Bottler Co-Ops, taking into consideration the bottler spends, customer requirements, and allocated budgets


• Get the Co-ops signed from the respective Franchisee’s through support from the Franchise Managers and the Franchise Director


• Take complete ownership of the budgets, conducting quarterly reviews to track progress keeping spends in view, ensure no over/under spends during the year


• Close budgets with the support of the Franchise Finance Analyst ensuring compliance of 3% variance on Fall-in/Fall-out on amortized amounts


• Maintain 100% financial compliance with control policies and procedure

• Lead the Post Mix Innovation agenda for the Company, define strategy to equip the business to excel in upcoming technological advances


• Coordinate with the Region and Sector resources to ensure direction, take feedback and implement as desired


• Utilize market intel to keep ahead of the competition, deploy and implement technology at selected Channels to enhance the consumer’s brand experience


• Negotiate with vendors for best price on equipment, leverage the global MEM team’s relations to ensure PepsiCo Global negotiated rates are followed


• Ensure bottler MEM teams are engaged at all levels, taking buy-ins where required. Also engaging with the bottling teams to share on equipment funding costs


• Leverage vendor relations to roll out trainings for the bottler MEM Teams, making sure they fully comprehend the technology and its working


• Liaising with customers to deploy innovation at Key Channels, leveraging technology to gain win-win situations with customers and brand consumers

• Responsible to chart out a robust PMX and RO plan considering Customer/Bottler requirements (New outlet openings), Equipment Upgrade Needs and Innovation


• Rationalizing the PMX spend, negotiating long term contracts or bulk deals with the Post mix vendors/suppliers to save on equipment costs


• Ensure and align multiple vendors to mitigate price hikes/monopoly


• Keep abreast of the FX movement, Customs/Import duties and global financial changes to alleviate any impact on equipment purchase


• Maintaining PMX inventory at all times with the bottlers to ensure new outlet opening needs are met, the should be aligned ahead of time with the vendor, bottler and the RO team so that there are no delays in business operations


• Working with the customers to steam out any operational challenges, making sure any uncanny customer demands are appropriately addressed

• Lead the Channels insights agenda, coordinating with the Region/Sector resources to gain data points and intel


• Where possible, conduct local research in collaboration with the Insights Team to gather trends that can support future direction of the business


• Leverage regional/global data, where available, to build plans and activities that can grow business further


• Develop insight based plans/activations and have them rolled out at select channels to gain share and enhance the consumer experience

Qualifications

• 
  MBA from any renowned institute

• 
  At least 3-5 years of work experience in Key Accounts or Corporate Sales.

• Building Winning Relationships


• Identifying Sales Opportunities


• Negotiating Win-Win solutions


• Selling with Insights


• Executing Winning Sales Plans


• Leveraging Financial Concepts


• Planning & Organizing ( Multiple priority management)


• Acting with Integrity (consistent with company ethics and values)


• Decision making.


• Inspiring trust


• Strong Collaborating & Influencing Skills


• Must have exceptional results orientation – with a high degree of personal initiative and leadership.


• Well versed with The PepsiCo Way. To be high on Be Consumer Centric, Focus and get things done fast and Act as owners.