PepsiCo Careers

PO1 Key Account Manager

Bucharest, Romania

Romania - English

Job Description

Auto req ID: 146277BR

Job Description

Customer Development

  • Lead development for International Account he/she his is responsible for;
  • Negotiating the agreements with his customers within budget limits;
  • Budgeting and forecasting;
  • Ensure communication and compliance to the agreements;
  • Decide customer priorities and opportunities with appropriate funding ensuring quality delivery of PepsiCo commercial objectives;
  • Monitor execution on a trimester basis;
  • Work with TMM in developing channel marketing activity, trimester programs and ASP’s;
  • Build positive Customer relationships;
  • Identify areas of opportunity to grow share, volume and revenue;
  • Issue resolution with Customers / Consumers;

Develop the customer plan
  • Customer analysis reviewing plan and performance with key conclusion. From this building a SWOT analysis (account review);
  • Develop and recommend customer specific plans for range, merchandising promotions, pricing, services;
  • Ensure that this plan is in line with the commercial strategy PepsiCo plan of each market (volumes, contribution VID, and discount level);
  • Manage AOP volume increase over PY;
  • Package mix;
  • Revenue management for increase vs PY;
  • Package innovation;

Execution of customers plan
  • Presentation, negotiation and implementation of targeted plans for range, shelf space, promotions, pricing, services;
  • Negotiate with the customers, the range of products, the Trade marketing programs, the planograms and the consumer price;

Building internal multi-functional alignment to the account to achieve volume/profit goals
  • Within the specific account plan, work with line manager to focus the required internal resources against specific goals;
  • To set up an accurate and regular Tracking tools to ensure a good field execution of the counterparts obtained at national level for his/her International Accounts;
  • To co ordinate with the Customer development department the perfect execution of the Trade marketing program;
  • To support Sales Rep for local merchandising development (training, guide lines etc.);
  • Build in co-ordination with Sr. KAM a customer P&L including Trade marketing investment and field coverage;
  • Communication and commitment building within field support teams;
  • Co-ordinate, focus and check on specific targets for his/her International Accounts (volumes, range, shelf space, promotion, pricing, CDA, trade marketing budgets);
  • Checking service invoice from accounts;
  • Collaborates with OT Sales Field Manager and OT Supervisors in order to properly implement the agreed activities;

Customer Administration
  • Maintain an account file that represents the current situation within the allocated account in terms of the key sales drivers (info file);
  • Monthly account report update (MAR);
  • Checking at the stores levels for the implementation of the agreements;
  • Ensure the budget compliance;
Support for local implementation of international agreements;


University graduated
Proficiency in English and MS Office applications,
Min. 3-5 years’ experience in Sales Organized Trade (preferably FMCG)

Excellent communication
Solid knowledge of business environment
Solid negotiation skills and analytical skills

Relocation Eligible: Not Applicable
Job Type: Regular