GMD and Quaker Sales Manager

Overview

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 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/

Responsibilities

• KSA GMD/Quaker Sales Manager role is responsible to manage the business delivering AOP volume, revenue, NOPBT, and market share targets for KSA
• He/She leads building, managing, and streamlining the relationship between PepsiCo and the Distributors to deliver the business objectives
• Develop & lead the execution push & pull plans in the market.
• Build capability across the Distributor value chain
  
  

CORE

• Lead the development, alignment, and execution of the commercial business plan for KSA to deliver AOP targets
• Accountable for creating the pull & push AOP Calendar by channel that delivers financial targets
• Develop and maintain strong partnerships with distributor companies (KSA) and their key personnel.
• Collaborate with distributors to understand their needs and challenges, ensuring alignment with company objectives.
• Act as the main point of contact for distributor-related inquiries and concerns.
• Monitor distributor performance through key performance indicators (KPIs) and regular assessments.
• Identify areas of improvement and work with distributors to implement strategies that enhance performance and productivity.
• Provide feedback and guidance to help distributors meet and exceed performance goals.
• Ensure that distributors adhere to all relevant regulations, policies, and quality standards.
• Conduct regular audits and assessments to verify compliance and address any non-compliance issues.
• Develop and maintain documentation and records related to compliance and quality assurance.
• Collect and analyze data on distributor performance, market trends, and industry benchmarks.
• Generate regular reports and present insights to senior management, enabling informed decision-making.
• Collaborate with the supply chain team to optimize distribution processes, reduce costs, and enhance overall efficiency.
• Lead the development and implementation of tactical consumer and trade promotions to grow/maintain market share and competitiveness
• Lead the development, negotatiation, and execution of category expansion projects governance (Distribution agreements, BDA’s)
  
  

Cross functional interactions:

• Responsible for building Distributor capability in KSA
• Liase with supply chain to ensure optimal sourcing of products to support market growth
• Support Commercialization in NPD workstreams to ensure success of expansion roadmap
  
  

The most important performance criteria are:

• Volume, Revenue, NOPBT
• Market share
• Distributor alignment
  
  

Qualifications

Education and work experience:

• Academic education
• At least 5 years sales/commercial experience in a FMCG-environment
  
  

Knowledge and skills (functional):

• Demonstrates advanced knowledge of our core business processes
• Demonstrates advanced knowledge of the salty snacks business across the value chain
• Strong experience in Distributor Management and Key Account Management
• Strong experience in P&L management & ownership
• Strong sales & commercial background & capability of building and executing channel & GTM expansion plans
• Develops strategic & tactical promotions & trade offers, and able to shares promotion best practices
• Uses expertise to provide insights and sets direction for managing business agenda
• Develops pack/price strategies leveraging understanding of consumer/customer and competition
  
  

Personal:

• Has an analytical approach, strategic in thinking, a real problem solver, methodical and systematic in approach, organized and down to earth. Has vision and a well-developed helicopter view, able to put things in perspective.
• Strong negotiation, persuasion skills & ability to influence others
• Excellent communicator, persuasive, able to operate at different levels inside and outside an international organization.
• Solid knowledge of FMCG consumers and FMCG business partners
• Solid experience in sales across both retail & away from home
• Result driven, enthusiastic team player, ambitious and strong analytical skills