Main Purpose :
The KAM will lead the PO1 On Premise and E-Commerce 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 KAM’s 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
Develop and deliver the assigned channels (Food Service, Ecommerce, Cinemas and Local Eateries) PO1 AOP (Annual Operation Plan) across the business
Provide strong thought leadership to prioritize opportunities, set sales strategy & vision, and lead a team; achieve sales volume, revenue, profitability and KPI goals
Responsible for growing share in each channel across all markets within the region.
Provides business coaching and career development guidance to direct reports and team
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)
Develop direct reports and play supportive role in all of their contract renewals, new business acquisitions, day to day customer / business needs as well as career needs
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
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.
MBA from any renowned institute
Understanding the business
At least 3-5 years of work experience in Key Accounts or Corporate Sales.
Building Winning Relationships
Identifying Sales Opportunities
Negotiating Win-Win solutions
Selling with Insights
Executing Winning Sales Plans
Leveraging Financial Concepts