PepsiCo Careers

FS Key Accounts Group Manager

Istanbul, Turkey
Sales

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Turkey - English

Job Description

Auto req ID: 152065BR

Job Description

To achieve volume and profit objectives within specifically assigned customers through account gain, productive relationships, planning and execution compatible with channel/company strategy.

  • Develop and evolve a customer strategic and tactical plan:
  • Create a sustainable new account gain performance within high volume and multibranch accounts
  • Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT ( strengths, weaknesses, opportunities, threats) analysis.
  • Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics ( how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
  • Clear volume & profit (latter as appropriate) phased goals by brand by account.
  • Execution Of Customer Plan:
  • Appropriate levels of written, verbal and face to face communication with the customer ( to be determined by specific account).
  • Presentation, negotiation and implementation of targeted plans for range, merchandising, promotions, pricing, service, and distribution.
  • Develop a productive business to business relationship with the customer.
  • Build and log a clear understanding of the customer structure, roles and individuals.
  • Periodical visits to the customer to develop a trust based, mutually beneficial relationship at the all appropriate points of interaction.
  • To an appropriate level, have a clear undersatnding of how the customer makes key decisions, who owns / influences / implements them and built relationships with key personnel as a result. As appropriate, facilitate multi-functional relationships between the customer and the company to influence key decisions.
  • 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:
  • Trade Marketing / Category management, time / resource allocation.
  • Logistics (supply chain), time / resource allocation.
  • Build an account budget and gain agreement to it, to deliver customer specific plans at the desired profitability.
  • Communication and commitment building within field support teams.
  • Customer Administration:
  • Maintain an account file that represents the current situation within the account in terms of the key sales drivers.
  • Provide desired level of forecasting for company production planning.
  • Complete all customer administration as required (eg. Promotional proposals, product files etc)
  • Continually updated budget with exact status on every activity / invoice.
  • Evaluation of all key customer activities within the plan (eg. Promotions)

Qualifications/Requirements

Exposure and understanding of category management principals witihin the food service environment.
Basic computing skills: Excel, Word, Powerpoint.

Key competencies as follows:

Leadership Imperatives:
Influence & negotiation..

Results orientation
Understands &manages key business drivers.
Takes Initiative
Creates a positive work environment.
Functional Competencies
Planning / co-ordination.
Relationship building.
Preffered skills and experiences:
Worked (preferably led) in a multi-functional task force to improve business results with a customer, preferably done several category management projects.
Direct of dotted management of field operations
Experience in a written communication environment. Prepared written reports and presentaitons regularly.
Intellectual curiosity
Strong interpersonal, priority setting and coordination skills
Strong written communication skills (reports, presentations)

Relocation Eligible: Eligible for Standard Relocation
Job Type: Regular