PepsiCo Careers

eCommerce Key Account Manager, B2B

Shanghai, China

China - English

Job Description

Auto req ID: 143688BR

Job Description

This is a PepsiCo career opportunity. This position is in PepsiCo China HQ. Please log onto to find more career possibilities in PepsiCo China.


  • Start, develop and manage the business of E-customers and thus find a model of E-Commerce channel.

  • Work together with Senior Sales Manager to implement E-Commerce strategy, tactics and program based on shopper insights to drive account profitable & sustainable growth
    • Comprehensively understand the market in assigned E-customers to provide excellent services to customers and build up strong working relationship with customers
    • Work with customers to deliver revenue and volume targets for the E-Commerce channel by focusing on sales drivers (assortment, pricing, merchandising/ promotions)
    • Develop/use tracking and reporting tools to monitor the sales performance
    • Support superior to negotiate the E-customers annual contract
    • Monitor annual trade expenditure to help superior control the ROI
  • Analyze and define the account growth opportunities, make proper suggestions to customer for decision making
  • Identify potential opportunities, communicate those and recommend possible solutions to costumers
  • Sell-in new products, tailor-made packaging in align with customer promotion program/activity cross all the brands and assortments
  • Monitor and check web page to ensure price accuracy and promotion execution
  • Pro-actively coordinate related departments for market information and support
  • Develop the capability of manage E-customers and find a sustainable growth model of this channel
  • Growth KPIs
    • Volume, revenue and growth
    • Value share
    • Mix of NPD
  • Productivity KPIs
    • D&A%
    • S&D%

Working Relationships:
  • Work closely with Logistic, Commercial Finance, Trade Marketing and Supply Chain team
  • Buyer/Merchandiser from E-customers
  • Other FMCG’s E-channel KAM


  • College degree or above
  • CET 4 or above
  • Good at Word, Excel, Power Point
  • At least 6 years work as Key Account management in FMCG
  • Familiar with MT key players in the market
  • Strong selling and negotiation skill
  • Good communication skills

Relocation Eligible: Not Eligible for Relocation
Job Type: Regular