Commercial Manager, PepsiCo Foods

5 days ago

Dalton, Massachusetts, United States PepsiCo Full time
Job Summary

We are seeking a highly skilled Commercial Manager to lead and manage the distributor sales agenda for PepsiCo Foods Business. The successful candidate will be responsible for delivering the Annual Operating Plan (AOP) targets and implementing best-in-class trade and volume-accretive initiatives.

Key Responsibilities
  • AOP Delivery: Facilitate the building of the Annual Operating Plan (AOP) and align with the internal team to ensure flawless planning, proper resourcing, and execution of identified growth pillars.
  • Sales Strategy: Develop the overall sales strategy by partnering with the distributor and establishing a robust channel approach to drive year-on-year growth.
  • GTM: Partner with the Commercial Director in building a long-term GTM solution relevant to Snacks and Quaker nationally.
  • Distribution: Expand the distribution of relevant SKUs, both existing and new product innovations.
  • Review & Analysis: Conduct regular reviews of customer calendars with Trade and Brand Marketing, Commercial, and Supply Chain, and review customer program results to provide key learnings.
  • S&OP: Co-lead S&OP routine meetings with the distributor to address operational issues and lock in volume forecast and calendar.
  • Capability Building: Manage, influence, lead, and coach the distributor sales team to ensure execution excellence in-market.
  • Trade Investment: Manage total trade spend vis-a-vis D&A budgets, establish a robust tracking mechanism, and deliver ROI metrics.
  • GCS: Ensure compliance with key processes related to D&A budget, MFAR, and other controls indicated in the Risk Control Matrix.
Qualifications
  • University graduate, preferably in Marketing, Business Administration, or Economics.
  • Minimum 8 years of sales experience, preferably with experience in distributor management and customer management (key accounts and regional/local accounts).
  • Strong sales career person who is confident, intelligent, articulate, and has a strong ability to influence both internal and external partners and stakeholders.
  • Good overall end-to-end knowledge on warehousing, supply chain, operations, marketing, finance, and a positive track record of developing distributor capability.
  • Strong track record in achieving sales and distribution targets.

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