Key Account Manager - E-Commerce at PepsiCo

Job Description

Main Purpose

We’ are seeking a dynamic Po1 Sales Manager for E-Commerce who will own and manage the key customer relationships with pure play retailers including, but not limited, to Takealot, Loot, Zulzi , as well as omni channel platforms (e.g. Checkers 606/60) and alternative app based delivery services to grow our share of sales and deliver against the internal operating plans and customer expectations.

You’ll be working with a globally recognised product portfolio (SA Food & Beverages and Essential Foods), experimenting with assortment, pricing and fulfillment, and making a real and visible impact – with the opportunity to collaborate cross-functionally . As part of the role, the successful candidate will lead the online sales strategy and retailer relationship across all e-commerce platforms. This role is focused on accelerating growth across Pepsico’s portfolio with current E-Commerce customers while seeking new opportunities in the market.

It will only be expected of the candidate to explore viability of direct to consumer solutions as has been the trend in developed markets.

Although the reporting line is local, the role will have a dotted line to AMESA sector E-commerce lead Bronwyn Patten based in Dubai.

Accountabilities

• Own the Customer Sales Relationship, specific areas of focus will include assortment strategy, promotional strategy, new product launches, customer management and delivering results

• Lead execution of annual operating plan, focused on accelerating growth across the portfolio to drive market share gains

• Formulated and managed key account strategy and plan

• Negotiated and managed trading terms and price

• Managed listings, promotions and new product launches

• Managed key account performance including volumes, rebates and budgets.

• Facilitate business reviews with key accounts

• Build and maintain strategic partnerships with customers and drive customer satisfaction through superior service and execution. Partner cross functionally to ensure PepsiCo is prepared to service the customer

• Activate local and national initiatives and promotions to build brand development and maximize brand performance

• Analyze customer information and business trends using IRI and Nielsen data and draw insights to identify and expand business opportunities

• Identity new opportunity to develop new business and onboard customers

• Grow share of online sales by harnessing PepsiCo’s evolving and disruptive digital capabilities.

• Explore opportunities for Direct to Consumer opportunities considering scope of the integrated Po1 product portfolio in SA

Qualifications/Requirements

Key skills / Requirements

• Qualification requirement: Commerce Graduate (3 year degree)

• Proven customer management experience (minimum of 2 years) – as evidenced by previous roles with responsibility for customer strategy and execution.

• Strong analytical skills – create robust analysis and meaningful insights to drive action

• Cross-functional “literacy” – as evidenced by the ability to work with support functions such as Supply Chain (eg. Manufacturing and demand planning), Marketing and Finance

• Ability to deal with ambiguity and be comfortable in a dynamic environment and business.

• Strong problem-solving capabilities – as evidenced by a track record of finding feasible solutions to complex problems, especially in an environment with incomplete information and tight timelines

• The instinct for execution—as evidenced by strong organizational skills, prompt follow-up, and focus on task completion

• Ability to understand multiple retailer go-to-market strategies – as evidenced by the ability to shift strategies and solutions as required

• Strong communication skills (including presentation) – as evidenced by the ability to educate and influence internal and external stakeholders

• Resilience – as evidenced by the courage to maintain a positive attitude when faced with obstacles and the willingness to develop alternative approaches to overcome them

• Bias for action – as evidenced by a track record of taking decisions in to drive the interests of the business while still maintaining highest levels of rigor and compliance

• Ability to build strong working relationships internally and externally