National Accounts & RTM Strategy Lead

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

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.