Manager, Key Accounts, Large Format & Food Service

Overview:

As the Manager, Key Accounts, Large Format & Food Service, you will be responsible for developing KDP’s Carbonated Soft Drink (Dr Pepper, Crush, Schweppes) case sales volume and market share, as well as instore execution in the Large Format Retail Grocery, Drug, and Fountain Food Service Channels. You will act as the channel lead on strategy and execution for the Pepsi Affiliated Sales Organization (PASO) portfolio, working with PBC Sales Strategy leads, Key Account teams, and PBC Field Sales leaders to ensure flawless execution of PASO’s Annual Operating Plan (AOP) and Retailer Channel plans.

Responsibilities

Core Responsibility

• Act as the conduit to the PBC Sales team and lead PASO sales development and sell-in of AOP/Brand Plans for Large Format, Drug, and Fountain Food Service Channels.
• Develop, sell-in, and gain alignment on PASO Channel plans, ensuring the portfolio is fully developed within the trade. Manage and lead PASO execution of Sales strategy with PBC stakeholders.
• Develop required insights and analytics from Nielsen, case sales, and customer or consumer insights to lead the Channel Strategy and Bottler sell-in process.
• Conduct business reviews and forward planning by each Customer Group. Monitor Weekly Feature cycle and provide insights to influence PBC planning.
• Execute PASO Retail Features by Key Customer based on annual guidelines, ensuring year-over-year activity is cycled and ideally increased based on P&L guidelines.
• Work with a cross-functional team internally to analyze and influence the PBC Sales Strategy, maximizing KDP Sales opportunities within the channel.
• Conduct internal monthly business reviews and case sales forecasting cycles.
• Attend weekly PBC Food Service cross-functional alignment meetings.
• Attend bi-weekly KDP internal Innovation meetings.

Field Sales

• Act as the conduit nationally to PBC Sales Operations leadership team, regional Market Directors, Unit Sales Managers, and Branch Managers.
• Develop KDP Market Reviews to identify key volume growth opportunities by Brand, Package, Region, and Customer for National and Region Quarterly market visits within priority markets.
• Conduct formal trade reviews with key contacts to assess retail execution, identify opportunities, and take action to exceed stated business objectives.
• Fully understand and penetrate all levels and functions within the Field Sales organization, maintaining frequent contact with key personnel.

Budget Management

• Manage Tactical budget within ROI guidelines.
• Manage and process all Large Format and Food Service invoices with supported claims.

Education & Experience

• Trained Sales professional with over 5 years of Key Account Sales experience, within Beverages and/or packaged goods sales experience, or Broker Management required.
• National Account Sales and Category Management background preferred.
• Food service sales considered an asset.

Skills & Capabilities

• Sales professional with relationship building and influence selling abilities.
• Strong skill set with Excel, Nielsen, Sales analytics, PowerPoint, Outlook, and other software applications.
• Proficient computer skills.
• Under 30% travel required occasionally.