Regional Account Manager - Away From Home

PepsiCo; Reading; On-site; GBP 40,000 - 60,000; Full time

Job summary

PepsiCo Inc. is seeking a Regional Account Manager for the Vending Channel (Walkers Crisps & Quaker Oats) on a 12-month secondment. The role is field-based within the UK, reporting to the Senior National Account Manager, in the Commercial – Impulse & Wholesale area.

You will lead commercial activities across independent operators and buying groups. You will build strong customer partnerships, negotiate JBPs, drive distribution, growth, and share in a fast-paced vending environment.

Qualifications

• FMCG or consumer goods sales experience preferred.
• Proven ability to deliver commercial results.
• Strong negotiation and relationship management skills.
• Proficient in Excel and PowerPoint.
• Experience with vending or impulse channels is a plus.

Responsibilities

• Develop and manage relationships with key vending customers.
• Lead business reviews, negotiations, and industry events.
• Drive distribution, revenue growth, and market share.
• Identify opportunities and execute growth plans.
• Provide accurate performance reporting and insights.

Skills

Joint Business Planning

Negotiation

Relationship Building

Account Management

Strategic Analysis

Tools

Microsoft Excel

PowerPoint

Job description

Overview

Position Level L05 Overview

Regional Account Manager – Vending Channel (Walkers Crisps & Quaker Oats) – 12 Month Secondment

Location: UK (Field-Based) Department: Commercial – Impulse & Wholesale

Reports To: Senior National Account Manager

Brand: Walkers Crisps and Quaker cereals

Responsibilities

As the Regional Account Manager for Vending, you will be responsible for developing and managing relationships with key customers across the vending channel, including independent operators and buying group members.

Building strong customer partnerships and influencing key stakeholders will be central to success in this role. A significant proportion of your time will be spent engaging directly with customers through regular business reviews, commercial negotiations, and industry trade events, where you will represent the business and strengthen our presence within the channel.

Key focuses of the role will be driving distribution, revenue growth, and market share across our portfolio by identifying new opportunities, executing customer growth plans, and delivering mutually beneficial commercial outcomes.

The successful candidate will possess a strong commercial mindset, excellent relationship‑building skills, and a desire to further develop their account management and analytical capabilities. They will be comfortable using data and insights to identify opportunities, influence customer decisions, and deliver sustainable growth.

Qualifications

1. Customer Ownership & Joint Business Planning

• Lead the commercial relationship with independent customers for the Walkers and Quaker portfolios.


• Build, negotiate, and deliver annual Joint Business Plans (JBPs), including pricing, investment strategy and distribution targets.


• Ensure alignment with internal stakeholders including category, finance and marketing teams.

1. Commercial Delivery

• Deliver against volume, net revenue, profit, and share targets.


• Manage investment responsibly, ensuring ROI and strong financial control.

1. Category & Shopper Excellence

• Drive distribution gains for core ranges and NPD, ensuring Walkers is visible, available, and recommended across the channel


• Drive visibility in vending through showing up as best in class at key industry events and delivering digital and physical activations at sites

1. Relationship Building & Influencing

• Build strong relationships with buying group leads, company owners and buyers.


• Ensure strong presence at key industry events and engagement with customers.

1. Performance & Reporting

• Deliver accurate reporting of customer performance


• Demonstrate a comprehensive understanding of performance drivers and drags, translating analysis into clear insights and actions

Essential

• FMCG experience, ideally within Away From Home, Wholesale, or Convenience channels


• Proven ability to deliver commercial results in a competitive category


• Negotiation, influencing, and customer management‑ skills


• Competence in using Microsoft Excel and PowerPoint


• Ability to manage complexity and competing priorities across a wide customer base

Desirable

• Experience or understanding of P&Ls and Joint Business Plans


• Exposure to snacks, impulse categories, or FMCG in retail.


• Vending Channel experience / knowledge

Personal Attributes

• Commercially curious with a growth mindset.


• Confident, persuasive communicator.


• Collaborative and highly relationship driven.


• Entrepreneurial, with the ability to identify and turn insights into action.


• Resilient, adaptable, and energised by working in a fast‑paced environment.

What Success Looks Like

• Achievement of annual revenue, profit, and market share targets


• Increased availability, visibility, and distribution across the vending channel


• Strong and collaborative relationships build with key vending customers


• Key NPD landed and promoted through industry forums and events

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.