Pan-Europe Discounter & NFR Sales Leader

PepsiCo; Utrecht; On-site; EUR 110,000 - 150,000; Full time

Job summary

PepsiCo Netherlands is seeking a Sales Manager for Discounter & NFR to lead a small team and own end-to-end commercial strategy for key customers including Lidl, Aldi, and Action.

You will drive the Action Pan-Europe business, coordinate with Sector and Market Units, and lead negotiations with senior buyers to deliver volume and NSR targets. Strong leadership, Dutch and English fluency, and data‑driven decision making are essential.

Qualifications

• Minimum 9 years in FMCG sales / key account management in NL.
• Proven success leading senior-level buyer negotiations and owning Joint Business Plans end-to-end.
• Strong understanding of EDLP vs Hi-Lo pricing models in discount retail.
• Track record optimizing category assortment in limited-SKU, high-velocity formats.
• Fluent in Dutch and English with executive presence for senior retailer engagements.
• Cross-functional collaboration with Supply Chain, Category Management, Marketing, and Finance.

Responsibilities

• Build and own the long‑term strategic roadmap for Discounters & NFR and drive growth with customers.
• Lead the Discounters & NFR Sales team to deliver the annual channel plan across all customers.
• Develop the Discounter & NFR Joint Business Plan and ensure its execution via Account Management.
• Act as line manager for Account Managers and Junior Account Manager, overseeing performance and development.
• Lead cross‑market coordination for Action Pan‑Europe and align with Sector and MU objectives.
• Negotiate with senior retailers and drive end‑to‑end commercial discussions and CDA closures.
• Drive cross‑functional collaboration with Shopper Marketing, Commercialization, Category Management, DX, and Supply Chain.

Skills

Senior stakeholder management

Negotiation with buyers

Joint Business Plan (JBP)

Cross-functional leadership

Data-driven negotiations

Nielsen/Circana analytics

Tools

Nielsen/Circana

Job description

PepsiCo Netherlands is seeking a Sales Manager for Discounter & NFR to lead a small team and own end-to-end commercial strategy for key customers including Lidl, Aldi, and Action.

You will drive the Action Pan-Europe business, coordinate with Sector and Market Units, and lead negotiations with senior buyers to deliver volume and NSR targets. Strong leadership, Dutch and English fluency, and data‑driven decision making are essential.