Overview
Away from Home Business Development Manager
Location: Outbased
Percent Travel – 60%
Job Description
Join the world of PepsiCo Away From Home sales, where you will work hand in hand with your customers to grow their business and make a real impact. Your innovation, problem solving and entrepreneurial spirit will be utilised to the fullest; where in this fast paced and ever-changing environment, we can go from idea to implementation in a matter of days.
You will be inspired by the drive of your leaders and feel a true sense of connection and comradery with your colleagues, who are proud to work in Away From Home (AFH);
“I’m proud of just how agile and resilient we are as a team. These last few months have really reflected our ability to be malleable, and we’ve used our wide breadth of customer base to our advantage” AFH team member.
“…the diversity in customers, especially in AFH; QSR, Licensed, Catering, Travel, Hotels, Education, Hospitals, Wholesalers (RTM), the list is endless!” AFH New Business NAM
Position Summary
Direct reports: 0 (total team 0)
Lead the profitable development of PepsiCo UK businesses (Walkers Snacks, Pipers and Quaker) across key Away from Home route to market accounts, including ownership of subsidiary wholesalers.
Main accountability: lead the National Accounts agenda across both internal and external sales teams, including P&L responsibility of Unmanaged National accounts alongside subsidiary wholesalers. This role also plays a key role in ensuring WCCE strength with the customer sales & procurement teams through Managed National accounts, while also driving the internal and external engagement plan across each AFH sub-channel.
Responsibilities
Roles & Responsibilities
General:
* Support delivery of Snacks & Grains AOP across key AFH wholesaler customers (measured by NR, NR/KG, MC & Share)
* Execute sub channel core range distribution with your accounts, depots and Sector NAMs, along with embedding 3Vs & E execution in customer outlets and online.
* Deliver sustainable growth across all business units in the RTM channel through developing a set of national and regional customers (e.g. subsidiaries and depots)
* Execute the RTM strategy, working across a diverse customer base with the aim of growing our core business and expanding our brand footprint
Role Specific:
* Day to day account and P&L responsibility for the key customers' Subsidiary Wholesaler businesses, including but not limited to; negotiating JBPs, delivering CPIs and landing key growth initiatives with the objective of delivering AOP NR and market share KPIs.
* Own and develop deep customer wiring plans across customers, including the National sales & procurement teams to ensure world class customer engagement and distribution of category bestsellers.
* Work alongside AFH Sector NAMs to leverage growth from new business leads
* Work with the rest of the team to co-create best practice and contributing towards the design of the sub-channel strategies and playbooks (including but not limited to Doritos Loaded)
* Collaborate with finance to build commercial proposals and align with the RTM CBMs, Sector NAMs and AFH Finance Business Partners
* Feed into and own components of the RTM scorecard, own tracking and course correction with customers and depots as required
* Manage and develop cross-functional relationships both internally and externally (Shopper Activation, Customer Insights, Supply, Marketing, Customer Profitability, Finance & Credit Control, Marketing, Field Teams) to devise, improve and implement a sales plan to drive sales growth
Qualifications
What we are looking for:
* Demonstrated drive for results with a desire to succeed in an entrepreneurial & fast paced culture
* Strong communication, influencing and negotiation skills: ability to drive agenda within both customer and PepsiCo environment
* Commercial awareness & proven success in a Commercial role - be comfortable understanding and building plans around a PUK & Customer P&L
* Ability to build internal & external relationships & collaborate
* Creative and strategic thinking
* Autonomous leadership of customer management & engagement
* Well-developed IT skills, combined with strong analytical skills, including proficiency in Excel and PowerBI navigation, along with PowerPoint to deliver compelling presentations.
* Initiative and the ability to lead cross functional resource
* Experienced and proven organisation and prioritisation skills
Experience in the Away From Home / Foodservice channel is desirable
Effectively deal with:
* Fast paced, challenging environment
* Internal & external pressure
* Complex internal agenda
* Ambiguity
* Challenging account contacts
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