Key Accounts Manager
Lahore, Pakistan
5d ago

Main Purpose :

This position would lead the PO1 On Premise agenda; and will be responsible to define Channel-wise strategy to achieve sustained growth and to deliver the AOP volume and Revenue targets.

Additionally, the responsibilities will include managing the Budgets assigned to the Key Account function, ensuring Controls and Audit Compliance at all levels.

Qualifications / Requirements

Accountabilities : Defining Strategy

Defining Strategy

  • Develop and deliver the assigned channels (Food Service, Cinemas and Local Eateries) PO1 AOP (Annual Operation Plan) across the business
  • Provide strong leadership to prioritize opportunities, set sales strategy & vision, and collaborate with company and bottler teams to;
  • achieve sales volume, revenue, profitability and KPI goals

  • Responsible for growing share in each channel across all markets within the region
  • Relationship and Account Management

  • Develop relationship with Account heads / Customers and lead activations and consumer / trade promotions in these accounts.
  • Manage relationship with customers and ensure execution of contractual terms agreed with the customers.
  • Build matrix cross channel and functional relationships across brands, retail teams, supply chain, marketing, innovation, insights, finance , PBC and distributor field sales, franchised bottling community and business development
  • Develop & activate local marketplace initiatives and promotions to build brand development and maximize brand performance across allocated channels
  • Provide leadership to a team of professionals across bottlers (Bottler Key Account Teams and Sales and Distribution teams)
  • Responsible for co-developing in store execution plans with the support of Channel Development Manager with particular focus on assuring prominent visibility of PepsiCo brands in partner outlets
  • Influence working stakeholders for buy-in and business ownership.
  • Communicate with relevant functions to advocate running promotions and ensure intended progress is met
  • Work with other internal teams, such as Marketing, Franchise, Operations and Capability teams to leverage solution and support
  • Responsible for co-developing consumer promotion and consumer engagement plans with National Manager / Franchise Director with particular focus on enhancing sales / brand image of PepsiCo brands
  • Budget Management

  • Lead and Develop Budgets for the PO1 Key Accounts Function, taking inputs from the OT, Channel Activation and Business Development Teams;
  • the budgets to be in sync with the Finance Function

  • Close budgets with the support of the Franchise Finance Analyst ensuring compliance of 3% variance on Fall-in / Fall-out on amortized amounts
  • Maintain 100% financial compliance with control policies and procedure
  • Innovation and Development

  • Lead the Post Mix Innovation agenda for the Company, define strategy to equip the business to excel in upcoming technological advances
  • Coordinate with the Region and Sector resources to ensure direction, take feedback and implement as desired
  • Utilize market intel to keep ahead of the competition, deploy and implement technology at select Channels to enhance the consumer’s brand experience
  • Ensure bottler MEM teams are engaged at all levels, taking buy-ins where required. Also engaging with the bottling teams to share on equipment funding costs
  • Liaising with customers to deploy innovation at Key Channels, leveraging technology to gain win-win situations with customers and brand consumers
  • Channel Insights

  • Lead the Channels insights agenda, coordinating with the Region / Sector resources to gain data points and intel
  • Where possible, conduct local research in collaboration with the Insights Team to gather trends that can support future direction of the business
  • Leverage regional / global data, where available, to build plans and activities that can grow business further
  • Develop insight based plans / activations and have them rolled out at select channels to gain share and enhance the consumer experience
  • Required Experience :

    Knowledge :

  • MBA from a reputed institution
  • Understanding the FMCG business FOBO environment understanding would be a plus
  • Experience :

  • At least 3-5 years of work experience in Key Accounts or Corporate Sales
  • Relocation Eligible : Eligible for Limited Relocation

    Job Type : Regular

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