Key Account Activator

PepsiCo Inc.; Brisbane; On-site; AUD 70,000 - 100,000; Full time

Benefits offered by this job

Discounts on PepsiCo portfolio

Wellbeing support

Generous leave benefits

Novated leasing options

Professional development

Job summary

PepsiCo is seeking a Key Account Activator to drive new business growth in Queensland. You will build strong customer relationships, uncover opportunities, and bring strategic activations to life across multiple channels, partnering with AFH Account Team and State Account Manager.

You will work closely with distributors and internal teams to grow volume and deliver commercial initiatives that make a tangible impact while using data and Salesforce for planning and execution.

Qualifications

• Proven ability to build rapport and tailor sales approaches to diverse customers.
• Strong questioning, listening and value-based selling skills.
• Sound understanding of GTM models including distributors and Foodservice.

Responsibilities

• Plan and prioritise new business opportunities with Salesforce and data.
• Grow brand and category share by developing outlet relationships.
• Collaborate with teams and partners to convert opportunities into stockists.
• Deliver activations across channels and ensure outlets are set up for success.
• Spend at least three days on new business and two on activations weekly.
• Re-engage lost outlets quarterly to win back customers.
• Maintain tools of trade and use AI to improve efficiency.
• Complete administration and follow-ups to secure agreements.

Skills

Sales & relationship building

Negotiation

Active listening & questioning

Retail maths

Insights Discovery principles

Cross-functional collaboration

Customer needs analysis

Tools

Salesforce

Job description

Overview

Work for a global FMCG company with some of the world's most trusted and iconic brands. Be part of an exciting business where employees are recognised and career growth is supported. At PepsiCo, you can Dare for Better. You can help build a world where there are more possibilities for more people, no matter what role you hold. Together, we'll make a positive impact for good. Because when we Dare for Better, we can smile at what's next. For our careers, families, communities and the planet.

We're now accepting applications for a Key Account Activator in Queensland. This is a high-impact role where you'll drive new business growth, uncover and secure new customer opportunities, and bring strategic activations to life across multiple channels. Partnering with our Away From Home (AFH) Account Team and State Account Manager, you'll build strong customer relationships, unlock volume growth and help deliver commercial initiatives that make a real impact.

Responsibilities

• Partner with the BDR to plan and prioritise new business opportunities using Salesforce and whitespace data to achieve state targets.
• Build strong outlet relationships and influence ranging decisions to grow brand and category share.
• Collaborate with TMs, FSMs, Telesales, distributors and Asahi to identify and convert new business into sustainable stockists.
• Deliver key activations across channels such as Education, Swimming Pools and Cinemas, ensuring outlets are set up for success.
• Spend a minimum of 3 days per week on new business and 2 days per week on key activations.
• Re-engage lost outlets each quarter to win back customers and minimise lost branded snack volume.
• Maintain all tools of trade and use AI and technology to work efficiently.
• Complete administration and customer follow-ups promptly to ensure agreements are successfully delivered.

Qualifications

• Build rapport quickly and adapt your approach to different personality types using Insights Discovery principles.
• Ask effective questions, actively listen and identify customer needs to tailor your sales approach.
• Use category insights and facts to influence customers and drive sales.
• Hold natural, engaging sales conversations that influence customer action and ensure timely follow-up.
• Anticipate customer objections and confidently negotiate solutions to secure outcomes.
• Apply retail maths confidently in customer and selling conversations.
• Understand different go-to-market (GTM) models, including distributors, Foodservice and Cash & Carry.

For You

• Competitive Remuneration + Quarterly Sales Incentives
• Exclusive discounts on Scoopon, Luxury Escapes and the Asahi Beverages portfolio
• Generous leave benefits, including wellness, birthday, volunteer and parental leave, plus options to purchase or cash out additional leave
• LeasePlan novated leasing options
• Health & wellbeing support, including discounted private health insurance, financial coaching, counselling, flu vaccinations and skin checks
• Professional development programs to support your growth and career goals
• Global career opportunities across PepsiCo

PepsiCo is dedicated to sustainability with initiatives like EV chargers, net-zero energy efficiency, hydro trucks, and net-zero water usage. We foster innovation and empower employees to make a meaningful impact through Pep+ (PepsiCo Positive). Join us to shape the future of food and beverages with a focus on sustainability. If you require reasonable adjustments at any stage of the application or interview process, please let us know.

In applying for this position, you consent to your personal information being provided to PepsiCo for use in accordance with PepsiCo's Privacy Policy which can be found at the bottom of the page on PepsiCo's website www.pepsico.com.au