National Account Manager

CAREERS TO SMILE ABOUT

At PepsiCo, you’ll discover a place where our mission is to create smiles around the world. With a portfolio of more than 500 beloved brands including, Gatorade, Lay’s and Quaker, our work touches millions of people every day.

At the heart of the company is a team of thinkers, creators, and problem-solvers who collaborate to innovate and turn ideas into action. Driven by innovation and a focus on creating joyful moments through food and drinks, our decisions are guided by consumer centricity, creating opportunities for our associates to do meaningful work and make a lasting impact in the communities we serve.

Whatever your role, you’ll be part of a global community that values your ideas and empowers you to make an impact, on your career and on the world around you.

The Opportunity

• Build and maintain a solid, long lasting relationship with Assigned Customers, developing Win – Win Negotiations through the right balance of working/non-working investments to reach yearly AOP.
• Achieve business plans while ensuring full compliance of negotiated agreements.
• Develop strong relationship with National Accounts for Puerto Rico territory defining and executing AOP plans.
• Effective leadership skills interacting with Functional Teams such as District Managers, CATMAN, Marketing & Planning to reach yearly objectives.
• Responsible of preparing, negotiating and approving contracts along the legal and financial teams that meet or exceeds PepsiCo standards.
• Responsible of D&A budget administration to ensure ROI.

Your Impact

• Leads and develops customer Annual Operating Plans to deliver Gross sales, Net Revenue, Share, Executional Key Performance Indicator’s (KPI), and sales targets that represent 27% of the total Sales of OT.
• Develops winning partnerships with the customer and with internal PepsiCo stakeholders (GM, Financial Planning, Controller, Revenue Manager, Field Sales and Marketing) by influencing and penetrating multiple levels within both organizations.
• Ability to lead cross-functionally with sales planning, category management, finance, marketing, and Supply Chain to ensure delivery of relevant innovation and key initiatives.
• Leads all aspects of customer’s joint business plan (JBP) process, including strategic and tactical plans, while ensuring Sr. Leadership engagement
• Provide customer/channel expertise and leadership to drive the development of appropriate strategic and tactical plans within the business unit
• Manages all aspects of planning, merchandising, forecasting and checkbook management, as well as timely communication to all appropriate stakeholders on these critical tasks
• Ensures implementation and adherence to annual KPIs, Big Bets and Must Wins
• Counsel and supervise the Junior Key Account Manager to ensure alignment of the Joint Business Plan Process to

Joint Business Plan (JBP) Process

• Implement World Class Engagement Model at Top Accounts to deliver long term growth and mutual profitability through:

• Strategic Planning: Customer Landscape, Shopper Strategy, Customer Assessment & Strategic Pillars
• Critical Enablers: Technology, Measurement Tools & World Class Talent
• Leading with Insights & Cross Functional Winning through Discovery, Big Bets, Activation & Growth Summit
• 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 specific customer (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 datal plan detailing the planned presentation, agreement and implementation of all elements of the customer plan.
• Customer Selling:

• Sell-in Customer Annual Planning agreement to assigned customers:
  • Customer Alignment to Annual Plan through flawless execution of JBP Process ensuring monthly and quarterly business review sessions to track progress vs plan and define corrective actions if needed.

Disciplined Execution:

• Monthly/Weekly monitoring of Top Customers KPI’s:
  • Sales Performance vs AOP, Inventory turnover, Stales, Fill Rate, Compliance vs Negotiation.

People Leadership and Development:

• Ability to positively interact and influence Functional Teams as well as Customers to attain yearly plan.

S&OP:

• Commitment with One Team Plan Execution ensuring timely delivery of requested sales forecast, events and building blocks for an effective integrated process with finance, demand and supply planning to meet PepsiCo’s objectives.
• Interacts with Managers from all Departments & Global Directors:
  • Field Manager: L9
  • Finance Manager L9
  • Comptroller: L9
  • National Accounts Global Director: LG1-LG2
  • Field Marketing Manager: L10

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.
• 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.

Who Are We Looking For?

• BBA Marketing or Management (Advanced degree preferred)
• A minimum of 7 years of sales experience; preferably with a consumer-packaged goods organization
• A minimum of 5 years experience in an organized trade environment.
• A minimum of 4 years of fact-based direct selling experience
• Previous people management experience
• Exposure and understanding of category management principles within the organized trade environment.
• Understanding sales principles and ability to deliver excellent customer experience
• Superior presentation skills, both in the development of compelling stories and in presenting them at all levels within customer and internal organization.
• Superior time management skills, ability to multitask, set priorities and plan.
  • Strong planning/organizing skills: capable of managing major projects simultaneously.
• Above-average finance skills in order to build a compelling profit win for a customer and internal stakeholders.
• Above-average communication skills both written and oral (English & Spanish)
• Self-starter, ability to work independently without constant direct supervision.
• Computer: Excel, PowerPoint, Word
• Exceptional leadership and customer management skills
• Strong use of influencing skills to gain alignment, agreement, and commitments (internal/external).
• Strong Retail Knowledge: Deep understanding of the retail industry
• Sr Sales and Negotiation Skills: To build Relationships
• Strategic Thinking: Capable of developing a long-term vision.
• Analytical Abilities: Proficiency in data analysis.
• Category Management Knowledge
• Cross Functional Collaboration: Ability to collaborate with internal and external teams.
• Customer Focus: Customer centric mindset.

If this is an opportunity that interests you, we encourage you to apply even if you do not meet 100% of the requirements.

What can you expect from us:

• Opportunities to learn and develop every day through a wide range of programs.

• Internal digital platforms that promote self-learning.

• Development programs according to Leadership skills.

• Specialized training according to the role.

• Learning experiences with internal and external providers.

• We love to celebrate success, which is why we have recognition programs for seniority, behavior, leadership, moments of life, among others.

• Financial wellness programs that will help you reach your goals in all stages of life.

• A flexibility program that will allow you to balance your personal and work life, adapting your working day to your lifestyle.

• And because your family is also important to us, they can also enjoy benefits such as our Wellness Line, thousands of Agreements and Discounts, Scholarship programs for your children, Aid Plans for different moments of life, among others.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We respect and value diversity as a work force and innovation for the organization .