Modern Trade Manager - KSA

PepsiCo; Riyadh; On-site; SAR 350,000 - 480,000; Full time

Job summary

PepsiCo Beverages Saudi Arabia is seeking a high-impact leader to head Modern Trade, overseeing commercial strategy, partnerships, and execution across the Kingdom’s largest retailers.

The role leads cross-functional teams, shapes pricing and promotions, manages P&L, and uses data analytics to boost volume, revenue, and market share while delivering sustainable growth in a dynamic market.

A proven track record in FMCG, consulting background desirable, English fluency required.

Qualifications

• Minimum +10 years of experience from top-tier consulting or FMCG, ideally in sales or channel management.
• University degree required.
• Fluency in English required.
• Experience in execution development and implementation.
• Ability to translate business plans into volume and revenue targets.
• Strong analytical and data-sourcing capabilities.
• Excellent presentation and leadership skills.
• Agility to redesign processes for efficiency.

Responsibilities

• Lead annual operating plan (AOP) and Joint Business Planning (JBP) with retailers and bottlers.
• Develop commercial strategies for pricing, promotions, assortment, distribution and category growth.
• Oversee Modern Trade P&L to drive volume, revenue, profitability, and market share.
• Negotiate CDAs and annual terms to maximize ROI.
• Strengthen relationships with top Saudi retailers through executive engagement.
• Drive Perfect Store implementation, in-store activation, and data-driven execution standards.
• Lead cross-functional teams across Sales, Commercial Development, Revenue Management, Marketing, Finance, and Bottling partners.
• Utilize shopper insights, EPOS, NielsenIQ to identify growth opportunities and optimize investments.
• Accelerate digital commerce strategies for retailer platforms.
• Build capability with scorecards and routine execution in Modern Trade.
• Present updates in senior leadership reviews to guide PepsiCo’s growth in Saudi Arabia.

Skills

Leadership

Strategic thinking

Negotiation

Analytics

Cross-functional

Digital awareness

Education

University degree

Job description

We Are PepsiCo

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes

Overview

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes LAY’S, DORITOS, CHEETOS, GATORADE, PEPSI, QUAKER and more. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands that generate more than $1 billion each in estimated annual retail sales. Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). pep+ is our strategic end-to-end transformation that puts sustainability and human capital at the center of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people. Our employees drive our culture. No two days are the same; we are dynamic and full of passionate teams that embrace new ideas through our collaborative spirit. At PepsiCo, we know that our company can only succeed when our associates and the society we serve flourishes. We are committed to fostering a diverse workforce by creating a collaborative, equitable and inclusive space where everyone, regardless of what we look like, where we come from or who we love, has a voice. At PepsiCo we create a Space to be y( )u. “We are an equal opportunity employer and comply with the with the global human rights policies and equality laws in the countries we operate in, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or marital/civil partnerships, religion or belief, gender, disability and we are Mowaamah -GOLD certified in Saudi.”

Learn more about our culture and life at PepsiCo: https://stories.pepsicojobs.com/

Lead PepsiCo Beverages’ Modern Trade business in Saudi Arabia, overlooking commercial strategy, customer partnerships, revenue growth, market share, profitability, and execution across the Kingdom’s largest retail customers

Responsibilities

• Lead the annual operating plan (AOP) and Joint Business Planning (JBP) agenda, aligning PepsiCo, bottlers, and retail partners on long-term growth strategies and investment priorities.
• Develop commercial strategies covering pricing, promotions, assortment, distribution, visibility, category growth, and execution excellence.
• Overlook the Modern Trade P&L, driving sustainable volume, revenue, profitability, and market share growth across all Modern Trade customers.
• Influence strategic customer negotiations, including Customer Development Agreements (CDAs), investment optimization, annual commercial terms, and business reviews to maximize ROI.
• Strengthen strategic partnerships with Saudi Arabia’s leading retailers through executive engagement, Top-to-Top meetings, and collaborative business planning.
• Drive commercial execution excellence through Perfect Store implementation, Category Management, in-store activation, retail media, and data-driven execution standards.
• Lead cross-functional teams across Sales, Commercial Development, Revenue Management, Marketing, Finance, and Bottling partners to deliver integrated commercial plans.
• Utilize shopper insights, EPOS, NielsenIQ, and retail analytics to identify growth opportunities, optimize promotional effectiveness, and improve investment productivity.
• Accelerate digital commerce by developing strategies for retailers eCommerce platforms.
• Build organizational capability by strengthening customer scorecards, and execution routines across the Modern Trade channel.
• Represent the Modern Trade business in senior leadership reviews, shaping strategic decisions that support PepsiCo’s long-term growth agenda in Saudi Arabia.

Qualifications

• Have minimum +10 years’ experience preferably from top tier consulting or within a top 5 FMCG player, ideally in sales, Channel management, planning, analytics preferably within beverages/Foods
• University degree
• Fluency in English
• Experience and in-depth understanding of execution development and implementation
• Ability to convert business plans into volume and revenue figures
• Analytically strong with ability to sort through multiple data sources
• Strong persuasion and influencing skills – cross-functional and at Senior leadership team level
• Flawless oral and written presentation skills
• Strong leadership and change management skills
• Ability and the desire to redesign processes and systems to create more efficiencies within the team
• Self starter with ability to make decisions and act autonomously
• Understanding of digital technologies, IT literacy
• Knowledgeable of the latest trend in shopper & consumer research
• Cross functional capabilities: Commercial, Business Development, Finance, Insights, Marketing and Innovation etc.

Skill set:

• Transformational & Inspirational Leadership
• Strong facilitation and questioning skills, including flexibility in approach to problem solving and ability to push beyond the obvious to spot ideas and find innovative and better solutions
• Ability to build deep trusting, collaborative relationships and create strong interdependencies
• High drive and results oriented spirit
• Experimental set of mind, ‘pragmatic creativity’, desire to test & learn in-store interventions