Job Description

About the Team

We activate Crafted across priority customers and channels — building commercial narratives, playbooks, and training to convert demand and scale quickly. We partner closely with Customer Teams and Brand/Experience to land the Crafted portfolio (Bases, Syrups, Inclusions, equipment footprints, and execution plans) that deliver velocity and margin.

The Director, New Business Development – Crafted Beverages is responsible for generating new business and commercialization opportunities within national and multi unit Foodservice customers across QSR, recreation/venues, workplace, education, and travel. This role combines the core expectations of PepsiCo’s New Business Directors with additional commercialization leadership across the Crafted portfolio.

You will leverage PepsiCo’s 10 Step Selling Process, build strategic prospecting pipelines, partner cross functionally to develop and negotiate business plans, and deliver against the Annual Operating Plan (AOP).

Responsibilities

• Own a portfolio of strategic Crafted prospects across QSR, recreation/venues, workplace, education, and travel.
• Build customer ready business cases, menu proposals, and rollout playbooks; negotiate pilots and scale pathways.
• Lead commercialization efforts that land the Crafted portfolio including Bases, Syrups, Inclusions, equipment footprints, and execution plans that meet velocity and margin targets.
• Equip field and operator teams with training, checklists, KPIs, and pilot tracking tools; iterate rapidly.
• Partner with Commercial Planning & Execution and COE to align on deal models, unit economics, and segment strategies.
• Identify new segments or channels for Crafted beverages and build activation plans.
• Deliver annual new customer acquisition goals and contribute to sector sales and profit plans.
• Identify, penetrate, and build relationships with future prospects — particularly national or large scale operators.
• Actively manage a multi year new customer pipeline and create monthly report outs on prospecting progress vs. plan.
• Build strategic proposals, negotiation strategies, and partnership models in collaboration with cross functional teams.
• Share competitive intelligence back to the New Business Team.
• Participate in New Business Team trainings, updates, and capability building sessions.

Compensation & Benefits:

• The expected compensation range for this position is between $132,200 - $262,400.
• 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 25% of annual salary paid out annually and an additional target payout of 10% of annual salary is paid out over 3 years following the end of the performance period.
• Long term incentive equity may be awarded based on eligibility and performance.
• 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.

Qualifications

• Demonstrated ability to stand up new platforms with operators (menu innovation, operational design, and unit economics).
• Executive presence with both C suite customers and internal senior leaders.
• Ability to create compelling commercialization narratives and operational playbooks for emerging beverage platforms.
• Strong thought leadership and analytic capabilities with proven ability to influence strategic decisions.
• Superior presentation development and delivery skills for senior stakeholders.
• Expertise across supply chain and distribution (warehouse, DSD, distributors).
• Strong collaboration, communication, influence, and cross functional leadership at all levels.
• Exceptional time management and ability to manage multiple complex priorities.
• Self starter with high initiative and role ownership.
• Results oriented with a strong sense of urgency.
• 10+ years in Foodservice sales or commercial roles, preferably with national or multi unit customers.
• Must be willing and able to travel up to 25% of the time

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Our Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Fair Credit Reporting Act, and all other applicable laws, including but not limited to, San Francisco Police Code Sections 4901-4919, commonly referred to as the San Francisco Fair Chance Ordinance; and Chapter XVII, Article 9 of the Los Angeles Municipal Code, commonly referred to as the Fair Chance Initiative for Hiring Ordinance.

All qualified applicants will receive consideration for employment without regard to age, 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 / Age

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.

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