PepsiCo Careers

Director, Gatorade Market Development

Chicago, Illinois

United States - English

Job Description

Auto req ID: 139509BR
External Posting Title: Director, Gatorade Market Development

Job Description

The Market Development Director for Gatorade International is responsible for supporting market teams in crafting and executing brand growth plans in the Sport Drinks category to deliver our ambitious growth targets in all markets outside of the US. This role will be focused on Go-to-Market aspects of growth and will play a critical role in accelerating growth of the business through strong partnership with our markets.

  • Align the organization on a shared understanding of the challenges and opportunities facing the Sport Drinks category internationally, in particular:
    • Partner with Insights and Finance (both Gatorade and Regional) to develop a shared view of the category context, including Size, Growth, Profitability, Competitors, Channel dynamics
    • Partner with PPGA to understand Regulatory threats and to develop executing-ready strategies to limit the impact of regulatory actions on the Gatorade business performance
  • Understand the historical Go-To-Market challenges which limited Gatorade growth in some international markets and prioritize markets
    • Ensure the lessons learned from recent attempts at growing the business internationally (both successful and unsuccessful) are well understood
    • Prioritize our growth markets based on financial attractiveness and PepsiCo’s right to succeed and align prioritization with Regional teams
  • Develop and implement Go-To-Market action plans to accelerate profitable growth and market share gains across sports drink category, in particular:
    • Assess the status of the Gatorade business as it related to its Go-To-Market and align Category Leadership on barriers to growth as well as opportunities
    • Partner with regional Marketing and Strategy teams to co-develop plans (both short term/AOP and long term/PSP) to address the challenges and capitalize on the opportunities to drive accelerate growth,
    • Partnering with Franchise leads to understand Bottler priorities and GTM capabilities and ensure our strategies are aligned in regards to the growth of the Gatorade brand
    • Partner with the broader strategy team and M&A to evaluate region- and/or country-specific key alliances, such as joint ventures or acquisitions to expand asset management and distribution capabilities
  • Monitor business performance and identify/address Go-To-Market actions required to maximize profitable growth
    • Fully understanding the status of the Gatorade business in those markets (in the context of the overall beverage portfolio)
    • Partner with Gatorade International Finance and Brand team as well as local market teams to identify any action necessary to ensure AOP targets are met/exceeded
  • Closely partner with Sector, Regional and Market teams and play a very active role in the implementation of all top priorities for Gatorade International
    • Establish very strong relationships with Gatorade teams, Beverage Leadership and Franchise/Market GMs
    • Supporting local market on selected high-priority initiatives with the potential to have a material impact on the performance of the overall Brand financial performance (both AOP and PSP)
  • Act as a responsive partner, solving real-time issues or addressing opportunities that arise for the Gatorade International GM
  • Co-lead the development of the Gatorade International PSP and AOP
  • Address ad-hoc business request from leadership including M&A target identification and evaluation


  • 8+ years of overall business experience, with current consumer packaged goods experience 3+ years of experience in the Beverage business, preferably with direct interaction with Bottlers and/or Franchise teams
  • 3+ years of experience in international markets, across multiple regions (with preference for Asia and Europe)
  • 3+ years on in-market experience (vs Corporate Functions/Groups)
  • BA required (MBA strongly preferred)
  • Significant exposure and good understanding of Asian and European cultures/business contexts
  • Track record of successful business building across geographies, with a deep understanding of resource allocation dynamics
  • Strong ability to build trust-based relationships and effectively operate as an external member of established local teams
  • Motivated, decisive thought leader with excellent collaboration skills and the confidence to voice and support his opinions with senior leaders
  • Analytical yet practical approach, with a commercial mindset and the ability to make difficult trade-offs
  • Communication skills to educate and influence management and senior leaders to act in a desired manner through written and verbal communication
  • Global outlook with sensitivity and awareness of social and cultural differences

Relocation Eligible: Not Applicable
Job Category: Marketing
Job Type: Regular

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.

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