Job Description

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated nearly $94 billion in net revenue in 2025, driven by a complementary beverage and convenient foods portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. PepsiCo’s product portfolio includes a wide range of enjoyable foods and drinks, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with pep+ (PepsiCo Positive). pep+ is our strategic end-to-end transformation that places sustainability at the center of our business strategy, seeking to drive growth and build a stronger, more resilient future for PepsiCo and the communities where we operate. For more information, visit www.pepsico.com, and follow on X (Twitter), Instagram, Facebook, and LinkedIn @PepsiCo.

Responsibilities

• Lead the Key Account agenda for the assigned accounts, owning customer strategy, annual negotiations, and best-in-class execution to deliver sustainable growth, profitability, and market share gains across all categories.
• Drive long-term value creation through strategic partnerships anchored in the WCCE (Win with Customers for Customers) agenda, strong cross-functional teamwork, and execution aligned with brand and commercial priorities.

Business & Strategy

• Own and deliver the assigned Key Account portfolio P&L, including Net Revenue, profitability, and investment efficiency
• Define and execute long-term customer strategies aligned with company priorities and market dynamics
• Lead annual commercial negotiations with full accountability for agreements, terms, and outcomes
• Establish and drive the WCCE agenda to unlock joint value creation with key customers

Execution & Performance

• Ensure best-in-class in-store execution, aligned with brand and trade marketing strategies
• Own forecast accuracy and demand planning at customer level (Volume, NR, Budget)
• Drive performance tracking through KPIs (NR, GP%, NOPBT%, P2O, Smart Rate, NRR)
• Lead cross-functional alignment to deliver a "one number" mindset across the organization

Leadership & Organization

• Act as a valued team player within the KAM team, sharing best practices and supporting peers
• Contribute to capability building through knowledge sharing and peer support
• Role-model ownership, accountability, and continuous improvement
• Act as an active member of the OT team, contributing to broader business direction

Governance & Compliance

• Ensure full compliance with commercial, legal, and credit policies
• Maintain strong control over customer contracts and financial exposure

People Development

• Own personal development, proactively building required skills and capabilities
• Provide and seek timely, constructive feedback
• Contribute insights to key processes
• Support a culture of engagement, recognition, and continuous improvement

Qualifications

• Minimum 3 years of commercial experience within Sales or Key Account Management
• Strong commercial acumen with full P&L ownership mindset, including the ability to drive Net Revenue growth while optimizing profitability (NOPBT, trade investment, ROI)
• Bachelor’s or Master’s degree in Business Administration, Management, or related field
• Excellent written and verbal communication skills in English
• Advanced proficiency in MS Office tools (Excel, PowerPoint), with strong analytical and presentation capabilities