Senior Discounter KAM - Growth & P&L Leader

PepsiCo; Warszawa; On-site; PLN 297,000 - 363,000; Full time

Benefits offered by this job

Sales incentive bonus

Job summary

PepsiCo in Warsaw seeks a senior leader for a key Discounter customer with full P&L accountability, focusing on long-term planning and a strategic partnership.

You will lead a two-person Key Account team, drive cross-functional alignment, and translate category and shopper insights into portfolio, distribution, and activation plans that outperform the market. This role reports to Head of Sales Discounter Channel.

Qualifications

• Minimum 8 years in key account management with major retail FMCG.
• Strong senior-level negotiation experience and proven track record of complex commercial agreements.
• Demonstrated P&L ownership – managing net revenue, profitability and investments.
• Ability to lead through others and manage cross-functional processes.
• Strong analytical and planning capability, comfortable working with market data and internal performance metrics.
• Exposure to Discounter or broader Modern Trade retail models.
• Strategic mindset combined with strong execution discipline, able to operate with autonomy and senior-level presence.
• Polish and English fluent required.

Responsibilities

• Owns the strategic account plan and long term growth agenda for a key Discounter Customer, including negotiations strategy and joint business planning.
• Holds full P&L accountability for the account, delivering Net Revenue, Profitability and trade investment targets and spend effectiveness.
• Drives market share growth across Snacks and Beverages, translating category and shopper insights into portfolio, distribution and activation plans that outperform the market.
• Develops and leads a next-gen Joint Business Planning with the Customer, moving the partnership beyond annual terms towards jointly owned category growth agenda, shopper led agenda, retail media cooperation and multi-year strategic commitments.
• Leads and develops a team of two Key Account Managers responsible for day-to-day category operations.
• Leads internal alignment and decision-making process for the account, engaging a cross-functional team across Finance, Customer Service, Trade Marketing, Category Management and Demand Planning.
• Owns internal planning process for the account, including AOP process and performance reviews.

Skills

Key account management

Negotiation

P&L ownership

Team leadership

Analytical planning

Cross-functional collaboration

Fluent English

Education

Higher education

Job description

PepsiCo in Warsaw seeks a senior leader for a key Discounter customer with full P&L accountability, focusing on long-term planning and a strategic partnership.

You will lead a two-person Key Account team, drive cross-functional alignment, and translate category and shopper insights into portfolio, distribution, and activation plans that outperform the market. This role reports to Head of Sales Discounter Channel.