Job Description

Join PepsiCo and Dare to take the lead!

A career at PepsiCo means more possibilities, more opportunities and more freedom. Here, you have the chance to do things your way, from voicing your opinions fearlessly to driving your career progression. With a culture of continuous learning, access to leadership programs and mentorship opportunities, this is a place with limitless opportunities. 

The role can be based in several locations: Sibiu, Cluj, Târgu-Mures, Brasov, Piatra Neamt, but not limited to this cities. 

We are now looking for a Local Key Account Manager covering North Region, who will be responsible to recommend and settle the commercial strategy and action plans necessary to reach volume and profits objectives defined in AOP on the managed categories for the Top Traditional Trade customers (local chains) he/she is responsible for. The role will develop and align the commercial agreements with local chains (local Key Account) and will develop and implement follow up tools, in order to ensure the perfect execution of commercial contracts. 

Customer Development

• Lead development for Traditional Trade Local chains he/she his is responsible for;
• Negotiating the agreements with his customers within budget limits;
• Budgeting and forecasting;
• Ensure communication and compliance to the agreements;
• Decide customer priorities and opportunities with appropriate funding ensuring quality delivery of PepsiCo commercial objectives;
• Monitor execution on a monthly basis;
• Work with TMM in developing channel marketing activity;
• Build positive Customer relationships;
• Identify areas of opportunity to grow share, volume and revenue;
• Issue resolution with Customers / Consumers;

Develop a customer strategy and tactical plan

• Customer analysis reviewing plan and performance with key conclusion. From this building a SWOT analysis (account review);
• Develop and recommend customer specific plans for range, merchandising promotions, pricing, services;
• Ensure that this plan is in line with the commercial strategy PepsiCo plan of each market (volumes, contribution VID, and discount level);
• Manage AOP volume increase over previous year;
• Maximize net revenue growth by driving profitable mix;
• Revenue management for increase vs previous year;

Execution of customers strategy and tactical plan

• Presentation, negotiation and implementation of targeted plans for range, shelf space, promotions, pricing, services;
• Negotiate with the customers, the range of products, the Trade marketing programs and the planograms;

Building internal multi-functional alignment to the account to achieve volume/profit goals

• Within the specific account plan, work with line manager to focus the required internal resources against specific goals;
• To set up an accurate and regular Tracking tools to ensure a good field execution of the counterparts obtained at national level for his/her Traditional Trade Local chains;
• To coordinate with the Sales team the perfect execution of the Trade marketing program;
• To support Sales team for development of local merchandising programs ;
• Build in co-ordination with Sales Finance a customer P&L including Trade marketing investment and field coverage;
• Communication and commitment building within field support teams;
• Co-ordinate, focus and check on specific targets for his/her Local Key Accounts (volumes, range, shelf space, promotion, pricing, CDA, trade marketing budgets);
• Follow up agreed contracts by checking service invoice from accounts;
• Collaborates with TT Unit Manager and TT Territory Sales Manager in order to properly implement the agreed activities; 

Customer Administration

• Maintain an account file that represents the current situation within the allocated local chains in terms of the key sales drivers (info file);
• Monthly local chains report update;
• Checking at the stores levels for the implementation of the agreements;
• Ensure the budget compliance;

• University graduate;
• 3-5 years’ experience in Sales Traditional Trade/Organized Trade (preferably FMCG);
• Excellent communication skills;
• Solid knowledge of business environment;
• Solid negotiation skills and analytical skills;
• Proficiency in English and MS Office applications.

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