AFH EUROPE GTM Transformation and Wholesale Sr. Manager

PepsiCo Deutschland GmbH; Fatih; Hybrid; TRY 4,042,000 - 5,559,000; Full time

Job summary

A leading food and beverage company is seeking a seasoned professional to drive the Go-To-Market strategy across European Business Units. The candidate will lead GTM projects, enhance AFH operations, and ensure collaboration between various sectors. A minimum of 10 years in FMCG with at least 5 years in field sales is required. Strong analytical and relationship-building skills are essential. This role will involve up to 40% travel across Europe.

Benefits

Travel opportunities

Competitive salary

Qualifications

• Minimum 10 years of business experience with proven knowledge in FMCG and GTM operations.
• Must have at least 5 years of experience in AFH channel field sales and operations.
• Proven ability to lead and implement large scale sales and GTM projects.

Responsibilities

• Lead the GTM strategy in Europe for Business Units.
• Define and establish E2E processes based on BU archetypes.
• Collaborate between Sector AFH and BU AFH, DX, and finance teams.

Skills

FMCG knowledge

Field sales and operations

Customer management

Collaboration

Analytical skills

Education

Bachelor's degree

Tools

MS PowerPoint

MS Excel

Job description

Overview

• Partnering with Away From Home / On Premise (AFH) Business Units, as well as sector and global teams, this role will drive the Go-To-Market (GTM) strategy and serve as a key European touchpoint for designing new or enhancing existing AFH GTM operations across various archetypes (e.g., wholesalers, third-party distributors, or bottlers).
• Drive GTM Transformation of Sector Business Units (BU) through; defining, building and executing new GTM projects which will help transform BUs into generating more growth with increased performance.
• Design, deploy and lead implementation of the optimized GTM sales systems to maximize system profit, volume and S&D reduction in the AFH channel across Europe.
• Identify continuous improvement opportunities to further enhance GTM systems with new technologies and execute the GTM strategy plans in partnership/alignment with the BUs. Building GTM & sales capability strategies, sales development tools/enablers for the BUs and coordinate efficient implementation of these strategies, tools and plans.
• In addition to leading the GTM transformation project, the role will also collaborate with prioritized BUs to manage top wholesaler customers. This includes establishing the right KPIs, implementing performance tracking systems, and monitoring monthly sales results. The candidate will also be working on developing and implementing a digitalization (i.e. outlet data tracking between wholesalers/distributors and BUs, SAVY etc.), BU performance process which will fully enable a centralized European approach.

Responsibilities

• Leading the GTM strategy in Europe BUs (primarily BUs with wholesalers, distributor/bottler models in COBO/FOBO BU markets)
• Define and establish E2E process based on the BU’s archetype, assess the current GTM models, build/design and develop the future GTM model and lead the implementation of the required GTM strategy fully in line with BUs
• Collaborate and act as bridge between Sector AFH and BU AFH, DX, Finance and transformation teams to encourage the entire system to develop better GTM agenda and deliver business case
• Develop and highly engaged in digitalization and GTM agenda process for optimization, efficiency and better data tracking between Wholesalers, Distributors and BUs (i.e. tracking & reporting the monthly outlet data, metrics to support and assess day to day field sales operations)
• Strong collaboration and change management within AFH BUs’ sales, DX and finance departments to build the GTM strategy to deliver business case
• Within full alignment with all BUs, Develop GTM strategies, taking into consideration current and new GTM set-up; identifying opportunities for more profitable GTM systems for all channels as well as ensuring development of improvement tools and integrating them with current systems
• Key management of the top wholesalers. Collaborating with prioritized BUs to support the growth of the top wholesalers. This includes driving an innovation agenda, aligning bottling/wholesale partners of channel strategy, establishing the right KPIs, implementing the performance tracking systems, enhancing the current GTM and financial models to increase the sales and monitor monthly sales results.
• Develop and/or enhance the current independent scorecard by tracking the BUs working with wholesalers or distributors/bottlers
• Support the Indies sub-channel growth agenda (i.e. creating monthly and/or quarterly competitions to actively Participate in both European and global independent connects)
• Collect, codify and Share Best Practices with Sector, global AFH and BUs to ensure skill transfer & sustainable improvements that drive business growth

Qualifications

• Minimum 10 years business experience with proven FMCG and variety of GTM operations knowledge
• Must have AFH channel experience *field sales and operations, customer management etc. (minimum 5 years)
• Proven ability to lead, define and implement large scale sales and GTM projects
• Demonstration of working well with cross functional teams to drive AFH agendas
• Strong planning, collaboration, follow-up and Analytical Skills required
• Financial literacy and acumen
• Understanding of innovation, packaging, pricing strategy, marketing / sales support plans
• High level presentation skills (MS PowerPoint) to be able to distil complex data (MS Excel) and project plans into clear actionable recommendations for senior management and stakeholders
• Excellent relationship building, listening & influencing skills, actively seeking & understanding inputs of others to gain broad alignment to ideas
• Ability to build winning relationships, both internal & external & Cross culturally
• Demonstrates an Organizational Savvy to get things done
• Excellent follow-up and project management abilities
• Adaptable to rapidly changing environment
• Bachelor’s degree
• Must be willing and able to travel in Europe up to 40% of the time
• PepsiCo system knowledge across foodservice, retail, commercial & bottler (a strong understanding of how they work)
• Packaged Goods/Food & Beverage Industry experience or knowledge strongly preferred
• Fluency in English and another language would be advantageous