National Account Manager - 12 month secondment

PepsiCo Deutschland GmbH; Reading; On-site; GBP 70,000 - 100,000; Full time

Benefits offered by this job

Company tablet

Flexible benefits package

25 days holiday (with option to buy/s

Extensive pension scheme

Job summary

PepsiCo UK seeks a senior leader to own the AFH Licensed RTM agenda across Walkers, Pipers, Quaker and broader Snacks. You will drive commercial strategy, partnerships, and white-space growth in pubs and on-trade channels, delivering cross-functional plans and multi-year JBPs.

The role offers ownership, entrepreneurial stretch, and clear progression, reporting to the Route to Market Channel Controller. Strong financial and analytical capabilities are essential.

Qualifications

• Proven success in a commercial role with strong financial and analytical capability.
• Strong customer leadership experience with the ability to build long-term strategic partnerships.
• Growth mindset with a passion for hunting new opportunities and unlocking white space.
• Strong influencing skills to shape internal and external agendas at a senior level.
• Excellent communication skills to engage, align and influence multiple stakeholders.
• Resilience and comfort operating in an entrepreneurial, fast-paced and sometimes ambiguous environment.
• Strong negotiation capability across tactical, strategic and contractual discussions.
• Cross-functional experience with the ability to leverage internal partnerships to deliver customer and channel plans.
• Strong commercial acumen with the ability to manage both operational and strategic agenda.
• Experience developing and delivering Joint Business Plans with strategic customers.
• Well-developed IT and analytical skills, including Excel and PowerPoint.

Responsibilities

• Develop, execute, and deliver the RTM Licensed channel AOP.
• Identify and unlock new route-to-market partnerships and business models to accelerate growth.
• Lead strategic agenda across the customer base with multi-year JBPs.
• Lead cross-functional teams to deliver customer plans and channel priorities.
• Develop strategies to unlock distribution and revenue growth across key occasions.
• Build transformational partnerships with key customers for long-term growth.
• Establish new relationships with emerging Licensed RTM partners.
• Collaborate with Marketing to shape activity in pubs and licensed outlets.
• Manage promotions, terms, and contract renewals in the channel.
• Deliver best-in-class execution standards of distribution, display and promotion.
• Share RTM best practices and insights across UK and global AFH community.
• Develop regional engagement strategies and deep customer wiring plans.
• Execute marketing programmes, NPD and base initiatives aligned with internal expectations.
• Support pack price architecture and terms structure with RTM Controller and Revenue Management.
• Partner with Category and Perfect Store teams on outlet planning and performance.

Skills

Commercial acumen

Customer leadership

Influencing skills

Communication

Negotiation

Cross-functional teamwork

Entrepreneurial mindset

Analytical skills

Joint Business Plans

PowerPoint

Excel

Tools

Excel

PowerPoint

Job description

Overview

At PepsiCo, you'll find the opportunity to grow your career, make an impact, and help shape what's next. As one of the world's leading food and beverage companies, our beloved brands - including Gatorade, Lay's, and Quaker - help create smiles with every sip and bite. Behind our products is a connected system that starts with how we source and grow ingredients alongside farmers and extends to how we make, move, and deliver products while driving positive impact for our business and communities.

An exciting opportunity has opened within the Away From Home Route to Market team to lead PepsiCo UK’s Licensed RTM agenda across Walkers, Pipers, Quaker and our broader Snacks portfolio.

This role will own the commercial strategy and customer agenda across key licensed partners, including Molson Coors and new business opportunities. You will be responsible for building strategic partnerships, unlocking white-space growth and shaping how PepsiCo wins in the on-trade and pubs channel.

Licensed RTM is a priority growth area within AFH, offering the opportunity to own a broad commercial agenda, work cross-functionally across the UK business and create meaningful impact in one of our most exciting growth channels. It is ideal for someone looking to step into a role with real ownership, entrepreneurial stretch and clear future progression opportunities.

Reports to: Route to Market Channel Controller

Responsibilities

• Accountability for the development, execution, and delivery of the RTM Licensed channel AOP.
• Identify and unlock new route-to-market partnerships, consumer occasions and business models to accelerate channel growth.
• Lead the build and execution of a clear strategic agenda across the customer base, incorporating Multi Year JBPs with the aim of growing our core business and expanding our brand footprint.
• Lead cross-functional teams to deliver customer plans and channel priorities, acting as the single point of accountability for Licensed RTM performance.
• Develop strategies and tactics to unlock increased distribution & revenue growth opportunities across multiple consumer occasions including Breakfast, Lunch, Snacking & Evening meals.
• Develop transformational partnerships with key customers, creating joint value and long-term sustainable growth.
• Build new relationships in emerging Licensed RTM partners to unlock and broaden our white space opportunities.
• Partner with Marketing to shape and deliver a compelling programme of activity within pubs and licensed outlets.
• Accountability for effective management of sales promotions, terms management and the achievement key contract renewals in the channel.
• Accountable for delivery of in-store best in class execution standards of distribution, display and promotion.
• Share Licensed RTM best practice and insights across the UK and global AFH community, helping to shape future channel growth opportunities.
• Develop deep customer wiring plans including the regional engagement strategy to strengthen relationships and accelerate growth.
• Develop and deliver execution for marketing programmes, NPD and base initiatives, in line with internal expectations.
• Support the development of the right pack price architecture (PPA) and terms structure in collaboration with the RTM Controller and Revenue Management.
• Partner with Category and Perfect Store teams to develop and deliver Perfect outlet plans.
• Feed into the RTM scorecard, owning performance tracking, insight generation and course correction across the Licensed RTM channel.

Qualifications

Please note: Internal candidates are required to meet the following Eligibility Criteria:

• Proven success in a commercial role, with strong financial and analytical capability.
• Strong customer leadership experience, with the ability to build long-term strategic partnerships.
• A growth mindset, with a passion for hunting new opportunities and unlocking white space.
• Strong influencing skills, with the ability to shape both internal and external agendas at a senior level.
• Excellent communication skills, with the ability to engage, align and influence multiple stakeholders.
• Resilience and comfort operating in an entrepreneurial, fast-paced and sometimes ambiguous environment.
• Strong negotiation capability across tactical, strategic and contractual discussions.
• Cross-functional experience, with the ability to leverage internal partnerships to deliver customer and channel plans.
• Strong commercial acumen, with the ability to manage both the operational and strategic agenda.
• Experience developing and delivering Joint Business Plans with strategic customers.
• Well-developed IT and analytical skills, including Excel and PowerPoint.

Salary and benefits

• Competetive salary
• Company tablet.
• Flexible benefits package.
• 25 days holiday (with the option to buy or sell more) + bank holidays.
• Extensive pension scheme.

Opportunities

The opportunities and channels for growth and progression are endless here at PepsiCo and being a company which strives on enhancing our employees we are positive that you will be able to have incredible and extensive career at PepsiCo.

We are an equal opportunity employer and comply with the Equality Act 2010, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or maternity, marital/civil partnerships, religion or belief, sex or sexual orientation, gender or gender reassignment, disability or race including; colour, nationality, ethnic or national origin.

For certain roles, we may ask you to declare any unspent criminal convictions in accordance with the Rehabilitation of Offenders Act 1974 at a later stage in the recruitment process and prior to any offer of employment being made. This information will be treated in strict confidence and considered only in relation to your suitability for the role.