Franchise Channel Development Manager Ssa Beverages (Afh)

PepsiCo; Johannesburg; On-site; ZAR 900,000 - 1,200,000; Full time

Job summary

PepsiCo seeks a seasoned leader to drive AFH capability in the SSA franchise. This role involves strategic management of customer relationships, expanding market presence, and ensuring compliance while fostering team collaboration. Ideal candidates will have extensive experience in customer management and a strong business acumen.

Qualifications

• Minimum 10 years of commercial experience including 4-5 in AFH.
• Proven performance in customer management.
• Experience with P&L management and QSRs highly advantageous.

Responsibilities

• Lead development of AFH capability and customer management strategies.
• Identify expansion opportunities within the SSA Franchise.
• Build collaborative relationships with bottler teams and manage activations.

Skills

Customer management

Networking

Negotiation

Collaboration

Education

Relevant business degree

Job description

Overview

About 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 portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. Our product range includes iconic brands that each generate over $1 billion in estimated revenue.

Guided by our vision to Be the Global Leader in Beverages and Convenient Foods through PepsiCo Positive (pep+), our strategic transformation emphasizes sustainability and human capital to create value and growth within planetary boundaries, inspiring positive change for the planet and people. For more information, visit www.pepsico.com.

Responsibilities

What we’re looking for:

To lead the development and growth of AFH capability for the SSA Franchise, with two key strategic responsibilities:

• Leading QSR tenders such as KFC and Marriott for South Africa and into West and Central Africa (WECA). (Primary responsibility)
• Serving as a key connector between global/African customers and new SSA Foods/Snacks/Beverages business.

Defining the scope and identifying AFH opportunities within the SSA Franchise.

Identifying potential expansion opportunities in white space customers and building capabilities within bottling account teams and legacy pioneer teams to drive sustainable growth.

Strategy

• Identifying white space customers within SSA based on potential and growth opportunities where PepsiCo does not currently have a presence, while competitors do.
• Developing strategies to leverage new business opportunities and maximize revenue and profitability, with a focus on international and local QSR chains.
• Leading from a customer strategic perspective to support bottlers with current and future major customer groups.
• Leading the Food Service & On-the-Go channel execution strategy across SSA with category and bottling leadership teams.
• Supporting channel strategy development, including key roles in major projects and annual planning.
• Building collaborative relationships with senior bottler teams across SSA.
• Sharing and implementing best practices with bottling teams.

Bottler Capability

• Identifying capability gaps in customer management and collaborating with bottler leadership to develop training and programs to address these gaps.
• Networking with other franchise markets to adopt best practices in customer management.

Overall

• Developing relationships with account heads and customers, leading activations and promotions.
• Managing customer relationships and ensuring contractual compliance.
• Building cross-functional relationships across brands, retail, supply chain, marketing, innovation, insights, finance, and sales teams.
• Developing and activating local initiatives and promotions to enhance brand performance.
• Influencing stakeholders for buy-in and business ownership.
• Communicating with teams to ensure successful promotions and progress.
• Collaborating with internal teams like Marketing, Franchise, Operations, and Capability to support initiatives.
• Co-developing consumer promotion and engagement plans for QSRs to boost sales and brand image.

Qualifications

What will qualify you for the role:

• At least 10 years of solid commercial experience, including 4-5 years in AFH.
• Relevant business degree.
• Proven performance in customer management.
• Experience in shopper marketing and general marketing is advantageous.
• Experience in Africa and/or AFH customer management, especially with QSRs.
• Strong networking and PR skills.
• Excellent collaboration and negotiation skills.
• Experience in P&L management at customer and bottler levels.

PepsiCo is an Equal Opportunity Employer in line with the Employment Equity Act.