Beverage Sales Lead KAM- Independent Horeca Channel

PepsiCo; Madrid; Presencial; EUR 70.000 - 90.000; Jornada completa

Descripción de la vacante

PepsiCo Spain seeks a senior commercial operations professional to co-design and co-lead TOP/SSE agenda to deliver volume, share and profitability targets, ensuring best execution and KPI monitoring. You will run business tracking, scorecards, and coordinate cross-functional projects with SSE, distributors and clients, while leading monthly and monitoring meetings with senior stakeholders.

You will also manage budget, connect with AFH sector activities, and help align the commercial footprint

Formación

• Degree in Business Administration / Economics or similar.
• Fluent in written and spoken Spanish & English.
• Sales career oriented is crucial; 4-5 years FMCG Sales/Trade Marketing/Marketing experience is essential.
• Strong analytical skills and ability to summarize insights clearly.

Responsabilidades

• Co-lead development of beverages sales strategic agenda via AOP/PSP process.
• Identify key sales priorities and align with SSE stakeholders.
• Ensure marketing initiatives are supported and synchronized with Sales plans.
• Collaborate with Sector team to leverage channel playbooks and best practices.
• Coordinate cross-functional meetings with GM's and commercial stakeholders.

Conocimientos

Sales mindset

Analytical skills

Stakeholder management

Communication skills

Excel skills

Educación

Bachelor's degree in Business Administration / Economics

Descripción del empleo

Overview

Co-design and co-lead TOP/SSE agenda, to deliver volume, share and profitability targets through securing best possible execution and frecuent monitoring of business KPI and keeping best possible wiring with SSE counterparts

Scope of the role: run business tracking reports, scorecards and bizz diagnosis, control budget (D&A) and MEM equipment, lead & coordinate x-functional projects, co-lead key meetings (Monthly & Monitoring) with Senior stakeholders, keep good wiring with external partner (SSE team, Distributors & clients) and connect on a bi-weekly/monthly basis with AFH Sector team

Responsibilities

Business strategy and AOP development

• Co-lead and help coordinate the development of the beverages sales strategic agenda via the AOP & PSP process.
• Internally define, evaluate & identify the key sales priorities to capitalise on the opportunities & seek for full alignment with SSE stakeholders
• Ensure all key marketing initiatives are fully supported and synchronized with the Sales plans by appropriate commercial footprint
• Collaborate with Sector team to identify & evaluate opportunities to create value by leveraging on channel playbooks, success cases, inspirations from other BU or exiting/new sales capabilities

Execution & Tracking

• Align with SSE a set of business KPIs while define reports/dashbords/scorecards to track and update them on a regular basis.
• Contribute to the preparation of Sr Mgment reports, scorecards and communications on performance tracking, drivers, plus risks & opportunities to support key meetings throughout the year: monthly, monitoring, SBR, QBR, IBP meetings, …
• Help coordinate & co-lead Monthly & Monitoring meetings with GM’s and commercial stakeholder
• Share minutes of decisions/actions taken in these meetings to secure they are duly followed up
• Partner with DX team to secure best execution
• Secure time for market visits to check execution is on time in full.

Ensure strong good wiring and strong working relationship across functions among Pep and SSE teams

• Get a good understanding of Distr partner structure with clear view on different functions, areas and roles. Also, become an expert of Suntory GTM and value chain from Pep manuf. plants to final costumer
• Contribute to set the commercial agenda with strong relationships across the Distributor partner Sales & Commercial Leadership team enabled via the execution of a clear wiring plan and negotiated Business Development Agreeement.
• Show willingness to learn from a different company culture, seek for common ground, show flex and adaptability when possible and try to speak their language. ‘Take other with you’ mindset is paramount
• Seek for frequent F2F meetings either in HQ offices, area offices, distributors or even clients and leverage soft skills to strengthen personal relationships wth key stakeholders from all GTM layers.
• Pro-actively seek opportunities to create value/effiency by partnering with the broader commercial functions (DX, MEM team, Hunters team, RM, SC).
• Anticipate and any potential disalignments with the Distrib Partner and bring them early to the right forum to ensure for quick re-alignment

Budget and MEM control

• Accountable for D&A budget control. Keep budget updated, securing SSE provides good and timely visibility of invoices and anticipating opportunities to maximize budget efficieny.
• Lead the Master Data, Finance and Control team to the correct implementation of TP, update PDDFF, releases, … any issue regarding invoices of any kind
• Partner with MEM team to ensure a flawless MEM agenda: SSE full year needs, phasing, ordering, service and maintenance, BC menu software good functioning, efficiency and relocation agenda, …

Coach Hunters team and Direct report (Trainee)

• Regularly visit Hunters team ensurig they are duly heard, taken care of, and provided with the right tools to maximize new custumers and incremental volume
• Accountable for the prioritisation of the trainee tasks and his professional development

Qualifications

• Degree in Business Administration / Economics or similar.
• Fluent in written and spoken Spanish & English
• Highly motivated, fast-learning abillity and can-do attitude. Resilience and flexibility are paramount.
• Sales career oriented is crutial. 4-5Y experience in FMCG Sales, Trade Marketing or Marketing is essential. Experience/knowledge in Independent Horeca or working in/with Distributors will be a plus.
• Business oriented with strong analytical skills and great ability to summarize into relevant and actionable insights.
• Ablility to focus and get things done fast. Strong drive to deal with challenging agendas. Ability to navigate through complex and tricky organization ecosystem
• Channel-consumer panel user (Nielsen, Canadean, Kantar) and master of xls pivot tables and internal sales tools (SBI)
• Communication and presentation skills to influence internal & third parties