Senior Key Account Manager

1 day ago

Fatih, Istanbul, Turkey PepsiCo Deutschland GmbH Full time
Overview

Are you ready to explore PepsiCo and be part of this iconic multinational?

PepsiCo's strength is its people. Around the world, we're working hard to give people the tastes they crave and the nutrition they need. We dream globally and act locally, constantly innovating to sustain our planet, our people, our communities, and our business practices for winning together. We are committed to Performance with Purpose; pushing to be best and fully committed to the people we share the planet with.

Seize the day for real life on the job Learning? Enjoy some flexibility that will ensure you are balancing your personal and professional life?

Our employees are at the heart of PepsiCo. Through the Company's dedication to Talent Sustainability, we continue to support the development of employees.

We are looking for a Senior Key Account Manager - Away from Home to join our Sales team based in Istanbul and will directly report to the Sr. Business Development Manager & Head of Key Accounts in AFH.

A Space to Be You

PepsiCo is an equal opportunity employer. We are committed to providing an accessible, inclusive, open and welcoming workplace environment for people with different abilities, backgrounds, lifestyles, sexual orientation, gender identity, needs and expectations, helping all individuals to make the most of their professional potential.

Responsibilities

Develop and evolve a customer strategic and tactical plan:

  • Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT (strengths, weaknesses, opportunities, threats) analysis.
  • Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics (how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
  • Clear volume & profit (latter as appropriate) phased goals by brand by account.
  • Build a data plan detailing the planned presentation, agreement and implementation of all elements of the customer plan.

Execution Of Customer Plan:

  • Appropriate levels of written, verbal and face to face communication with the customer (to be determined by specific account).
  • Presentation, negotiation and implementation of targeted plans for range, merchandising, promotions, pricing, service, and distribution.

Develop a productive business to business relationship with the customer:

  • Build and log a clear understanding of the customer structure, roles and individuals.
  • Attend sector events and platform to increase touch points and create working networks.
  • Periodical visits to the customer to develop a trust based, mutually beneficial relationship at all appropriate points of interaction.
  • One major business review with all customer / company key personnel. Quarterly business reviews with primary contact (Buying).
  • Consistently high customer service: same day response time; prioritization and solving of customer 'issues' within agreed time frames.
  • To an appropriate level, have a clear understanding of how the customer makes key decisions, who owns / influences / implements them and built relationships with key personnel as a result. As appropriate, facilitate multi-functional relationships between the customer and the company to influence key decisions.

Building internal multi-functional alignment to the account to achieve volume / profit goals:

  • Within the specific account plan, work with line manager to focus the required internal resources against specific goals:
  • Trade Marketing / Category management, time / resource allocation.
  • Logistics (supply chain), time / resource allocation.
  • Create efficiency via working with related parties such as brand, sales finance etc.
  • Build an account budget and gain agreement to it, to deliver customer specific plans at the desired profitability.
  • Communication and commitment building within field support teams.

Customer Administration:

  • Maintain an account file that represents the current situation within the account in terms of the key sales drivers.
  • Build and keep updated store database for the account.
  • Provide desired level of forecasting for company production planning.
  • Complete all customer administration as required (eg. Promotional proposals, product files etc)
  • Weekly store visits to validate compliance to account plans.
  • Continually updated budget with exact status on every activity / invoice.
  • Evaluation of all key customer activities within the plan (eg. Promotions)
  • Arrange and lead customer t2t meetings to design, execute and track Word class engagement customer agenda.
Qualifications
  • Min 7-8 years of experience in an away from home, organized trade environment
  • Exposure and understanding of category management principals within the organized trade environment
  • Leadership skills including understanding & managing key business drivers, taking initiative, creating positive work environment
  • Result-oriented
  • Skilled at planning / co-ordination, influence & negotiation and relationship building
  • Experienced in managing at least one big AFH or Organized Trade Key account, executing annual agreements as a regular part of business, working within or preferrably leading a multi-functional task force to improve business results with a customer, leading several category management projects, preparing written reports and presentations at regular basis
  • Intellectually curious
  • Strong interpersonal, priority setting and coordination skills
  • Strong written communication skills (reports, presentations)
  • Fluent English and Turkish
  • Having basic computer skills of Excel, Word, Powerpoint
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