Senior Group Key Account Manager

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

Overview

Leads the strategic development of a key Discounter Customer with full P&L accountability and end-to-end accountability for the account's growth agenda, annual operating plan and long term Customer partnership.

This is a leadership and strategy role, with focus on long term planning, senior Customer relationship management, team leadership and internal orchestration, with operational execution delegated to the team. The role reports to Head of Sales Discounter Channel.

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

Qualifications

• Minimum 8 years of experience in key account management with major retail customers in FMCG industry
• Strong negotiation experience at senior level with proven track record of delivering 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
• Higher education
• Polish and English fluent required

Compensation and Benefits:

• The expected starting compensation range for this position is 329,700 PLN annually.
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary.
• This role is eligible for a sales incentive bonus, with a target payout of 23% of quarterly salary, paid out quarterly.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.