Job Description
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Overview
PepsiCo is a playground for curious people. We invite thinkers, doers, and changemakers to champion innovation, take calculated risks, and challenge the status quo. From executives to team members on the front lines, we’re excited about the future. We take chances. Together, we dare to make the world a better place.
Our associates are the magic ingredient. Each of them plays an integral role in helping create deep connections between people and our products. Think about your last group celebration: Chances are, one of our iconic brands was by your side. At PepsiCo, you’re invited to be a part of a global team of innovators who make, move, and sell these products—which are enjoyed by more than 1 billion people a day.
A career at PepsiCo means working in a culture where everyone’s welcome. Here, you can dare to be yourself. No matter who you are or where you’re from, you can influence the people around you and the world at large. By showing up, you’ll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.
Join us. Dare for Better
PepsiCo Away From Home (“AFH”) is a division of PepsiCo that brings the company's entire portfolio of food and beverage brands to market in out-of-home consumption channels. The AFH operating environment is complex and highly dynamic, requiring diverse sales and go-to-market systems to meet consumer needs at work, at play, and on the go. PepsiCo AFH leverages the scale and breadth of the company's brands to provide a unified voice to its customers and deliver a competitive advantage in the fast-growing AFH channel.
Responsibilities
As the National Account Sales Manager - Ski Channel for Foodservice, you’ll lead a strategic sales approach across our managed ski partners, overseeing key customer relationships, contract negotiations, new product launches, business reporting, promotional initiatives, and the overall growth of PepsiCo’s food and beverage lines of business. Your role is critical in furthering our national ski partnerships, enhancing PepsiCo’s brand presence, and driving sales performance within the ski channel. This role is ideal for a driven, relationship-focused sales professional ready to elevate PepsiCo’s presence in the ski channel. Some of the responsibilities include:
- Develop Strategic Partnerships: Build and sustain strong relationships at all levels (from C-suite to account leads) to create long-lasting, value-driven partnerships with our ski channel customers.
- Customer Relationship Management: Oversee all aspects of the customer relationship by implementing key initiatives, addressing customer requests, managing reporting and forecasting, and handling financial and contractual details.
- Annual Business Planning: Collaborate with customers to create and execute annual strategic business plans that align with mutual growth objectives.
- Market Insight and Sales Strategy: Leverage your understanding of the customer’s economics to sell PepsiCo priorities.
- Brand Building & Activation: Focus on enhancing PepsiCo's brand presence and delivering impactful brand activation efforts at customer resorts, to strengthen brand visibility and foster consumer engagement.
- Operations: Collaborate closely with internal teams to ensure seamless product delivery and reliable equipment functionality throughout the ski season.
- Product Innovation and Launches: Sell in new innovation products ensuring seamless internal and external execution.
- Cross-Functional Collaboration: Partner with teams across PepsiCo (including Brand, Finance, Operations, Marketing, Field Sales, and Distributors) to develop tailored solutions for ski partners.
- Internal Selling: Effectively present and advocate for ski channel plans to internal stakeholders (Divisions, Field Sales, Operations, Bottlers, etc.), aligning customer and PepsiCo objectives.
- Customer-Facing Presentations: Prepare and present compelling customer-facing materials for joint business planning (JBP) and regular business reviews that include relevant cross-functional insights.
- Deal Models: Possess expertise in PepsiCo’s deal models and will effectively lead internal and external negotiations for contract extensions and renewals.
- P&L Management: Utilize your knowledge of financial metrics (Gross Revenue, Net Revenue, Volume) to track and report customer impact on the Foodservice P&L.
- Industry and Competitive Analysis: Monitor industry trends, competitive landscapes, and customer insights to shape impactful business plans.
- Timely Communication and Reporting: Maintain up-to-date reports, track business results, and provide timely communications to meet industry demands – including evenings/weekends if needed.
- Travel Requirements: 50% traveling to support customer and industry events, including some weekend or multi-day commitments.
Compensation And Benefits
- The expected compensation range for this position is between $85,200 - $142,650.
- Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
- Bonus based on performance and eligibility target payout is 15% of annual salary paid out annually.
- Paid time off subject to eligibility, including paid parental leave, vacation, sick, and bereavement.
- In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility: Medical, Dental, Vision, Disability, Health, and Dependent Care Reimbursement Accounts, Employee Assistance Program (EAP), Insurance (Accident, Group Legal, Life), Defined Contribution Retirement Plan.Original Posting Date: (11/20/2024)While subject to change based on business needs, PepsiCo reasonably anticipates that this job requisition will remain open for at least 5 days with an anticipated close date of no earlier than 5 days after the original posting date as listed above.
Qualifications
- Bachelor’s degree or equivalent relevant experience
- 5 years of data-driven sales experience required; consumer-packaged goods industry sales experience preferred
- 5 years of account management experience required
- Understanding of Foodservice
- Large National Account Management Experience or Global Experience preferred
- A broad knowledge of Operations, Finance, Supply Chain, and National Account System is preferred
- Proven ability to lead and influence internal and external constituents
- Foodservice Profit & Loss ("P&L") Literacy
- Negotiation Experience
- Advanced customer skills including relationship building
- Strong internal and external collaboration skills
- Advanced communication skills; both written and oral
- Proven ability to work under stressful time constraint and solve problems with varying degrees of complexity
- Able to analyze business opportunities and leverage knowledge of customer’s business, goals and culture to provide win-win solutions
- Open to travel 50% of the time
- This position is limited to persons with indefinite right to work in the United States
EEO Statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.
PepsiCo is an Equal Opportunity Employer: Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity
If you'd like more information about your EEO rights as an applicant under the law, please download the available EEO is the Law & EEO is the Law Supplement documents. View PepsiCo EEO Policy.
Please view our Pay Transparency Statement
