AFH EUROPE GTM Transformation and Wholesale Sr. Manager

PepsiCo; Bern; Vor Ort; CHF 110’000 - 150’000; Vollzeit

Zusammenfassung

A global beverage and snack company is seeking a qualified candidate to lead the Go‑To‑Market (GTM) strategy across Europe, focusing on enhancing operations within the AFH channel. The role requires substantial experience in FMCG and includes responsibilities like managing wholesaler relationships and implementing GTM projects. Candidates must possess strong analytical, planning, and relationship-building skills, and be adaptable to a fast-paced environment. A Bachelor's degree and willingness to travel up to 40% in Europe are essential.

Qualifikationen

• Minimum 10 years of business experience with proven FMCG knowledge.
• 5+ years of experience in the AFH channel.
• Strong project management skills and leadership experience.

Aufgaben

• Drive the GTM strategy for Europe BUs focused on wholesaler models.
• Collaborate with teams to improve GTM processes and systems.
• Manage relationships with top wholesalers and monitor performance.

Kenntnisse

FMCG knowledge

AFH channel experience

Sales and GTM project implementation

Cross-functional teamwork

Planning and analytics

Financial literacy

Presentation skills

Relationship-building

Project management

Adaptability

Ausbildung

Bachelor's degree

Jobbeschreibung

Overview

• Partnering with Away From Home / On Premise (AFH) Business Units, as well as sector and global teams, this role will drive the Go‑To‑Market (GTM) strategy and serve as a key European touchpoint for designing new or enhancing existing AFH GTM operations across various archetypes (e.g., wholesalers, third‑party distributors, or bottlers).
• Drive GTM Transformation of Sector Business Units (BU) through defining, building and executing new GTM projects that will help transform BUs into generating more growth with increased performance.
• Design, deploy and lead implementation of the optimized GTM sales systems to maximize system profit, volume and S&D reduction in the AFH channel across Europe.
• Identify continuous improvement opportunities to further enhance GTM systems with new technologies and execute the GTM strategy plans in partnership/alignment with the BUs. Build GTM & sales capability strategies, sales development tools/enablers for the BUs and coordinate efficient implementation of these strategies, tools and plans.
• Collaborate with prioritized BUs to manage top wholesaler customers. Establish the right KPIs, implement performance tracking systems, and monitor monthly sales results. Work on developing and implementing a digitalization (e.g., outlet data tracking between wholesalers/distributors and BUs, SAVY, etc.) BU performance process which will fully enable a centralized European approach.

Responsibilities

• Leading the GTM strategy in Europe BUs (primarily BUs with wholesalers, distributor/bottler models in COBO/FOBO BU markets).
• Define and establish end‑to‑end processes based on the BU’s archetype, assess current GTM models, build/design and develop the future GTM model and lead the implementation of the required GTM strategy fully in line with BUs.
• Collaborate and act as a bridge between Sector AFH and BU AFH, DX, Finance and transformation teams to encourage the entire system to develop a better GTM agenda and deliver a business case.
• Develop and be highly engaged in the digitalization and GTM agenda process for optimization, efficiency and better data tracking between wholesalers, distributors and BUs (i.e., tracking & reporting monthly outlet data and metrics to support and assess day‑to‑day field sales operations).
• Strong collaboration and change management within AFH BUs’ sales, DX and finance departments to build the GTM strategy that delivers a business case.
• Within full alignment with all BUs, develop GTM strategies, taking into consideration current and new GTM set‑ups; identify opportunities for more profitable GTM systems for all channels as well as ensuring development of improvement tools and integrating them with current systems.
• Key management of the top wholesalers. Collaborate with prioritized BUs to support the growth of the top wholesalers. Drive an innovation agenda, align bottling/wholesale partners with channel strategy, establish the right KPIs, implement performance tracking systems, and enhance current GTM and financial models to increase sales and monitor monthly sales results.
• Develop and/or enhance the current independent scorecard by tracking the BUs working with wholesalers or distributors/bottlers.
• Support the Indies sub‑channel growth agenda (i.e., creating monthly and/or quarterly competitions to actively participate in both European and global independent connects).
• Collect, codify and share best practices with sector, global AFH and BUs to ensure skill transfer & sustainable improvements that drive business growth.

Qualifications

• Minimum 10 years of business experience with proven FMCG and variety of GTM operations knowledge.
• Must have AFH channel experience (field sales and operations, customer management, etc.) – minimum 5 years.
• Proven ability to lead, define and implement large‑scale sales and GTM projects.
• Demonstration of working well with cross‑functional teams to drive AFH agendas.
• Strong planning, collaboration, follow‑up and analytical skills required.
• Financial literacy and acumen.
• Understanding of innovation, packaging, pricing strategy, marketing/sales support plans.
• High‑level presentation skills (MS PowerPoint) to distil complex data (MS Excel) and project plans into clear actionable recommendations for senior management and stakeholders.
• Excellent relationship‑building, listening & influencing skills, actively seeking & understanding inputs of others to gain broad alignment to ideas.
• Ability to build winning relationships, both internal & external & cross‑culturally.
• Demonstrates an organizational savvy to get things done.
• Excellent follow‑up and project management abilities.
• Adaptable to rapidly changing environment.
• Bachelor’s degree.
• Must be willing and able to travel in Europe up to 40% of the time.
• PepsiCo system knowledge across foodservice, retail, commercial & bottler (a strong understanding of how they work).
• Packaged Goods/Food & Beverage industry experience or knowledge strongly preferred.
• Fluency in English and another language would be advantageous.