PepsiCo Careers

National Local Key Account

Serbia
Sales

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Serbia - English

Job Description

Auto req ID: 162454BR

Job Description

Develop and evolve Customer strategic and tactical plans:

  • Customer analysis reviewing previous plan and performance with key conclusions.
  • Develop Customer specific plans that cover overall strategy, specific goals and tactics for range, merchandising, promotions, pricing, service and distribution.
  • Clear volume & profit (latter as appropriate) phased goals by brand by account.
  • Build a plan detailing the planned presentation, agreement and implementation of all elements of the Customer plan

Execution Of Customer Plan:
  • Appropriate levels of written, verbal and face to face communication with the Customer
  • Presentation, negotiation, implementation and evaluation of targeted plans for range, merchandising, promotions, pricing, service, and distribution together with development of corrective action plans to mitigate risks

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.
  • One major business review with all Customers key personnel. Quarterly business reviews with primary contact (Buyers).
  • Consistently high Customer service: same day response time; prioritisation and solving of Customer ‘issues’ within agreed time frames.
  • To an appropriate level, have a clear understanding 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/Finance
  • Logistics

Build an Account budget and gain agreement to it, to deliver Customer specific plans at the desired profitability.
  • Develop, present and monitor deployment of Customer promotional activities
  • Closely monitor promotional costs and other D&A related costs per Account, and regularly review D&A performance with Line Manager and Revenue Manger
  • Support 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.
  • Build and keep updated store database for the Account.
  • Provide desired level of forecasting for company production planning.
  • Complete all Customer administration as required (eg. Promotional proposals, product files etc)
  • Weekly store visits to validate compliance to Account plans.
  • Continually updated budget with exact status on every activity / invoice.
  • Evaluation of all key Customer activities within the plan (eg. Promotions)

Qualifications/Requirements

  • Education: University degree, preferably economics / business management
  • 3-5 years functional experience.
  • Functional Experience
  • Language: Excellent command of written & spoken English
  • Effective interpersonal skills
  • Negotiation skills

Relocation Eligible: Not Eligible for Relocation
Job Type: Regular