Key Regional Account Manager (KRAM - Baltimore/Washington)
PepsiCo is a global food and beverage leader operating in more than 200 countries and territories with a product portfolio that includes 22 world-famous, billion-dollar brands. From Gatorade to Quaker, LIFEWTR to Lay’s, we make hundreds of enjoyable foods and beverages that are loved throughout the world.
Guiding PepsiCo is our vision to be the global leader in convenient foods and beverages by Winning with Purpose. “Winning with Purpose” reflects our ambition to win sustainably in the marketplace and embed purpose into all aspects of the business.
Our employees drive our culture. No two days are the same; we’re dynamic and full of passionate teams embracing new ideas through our collaborative spirit. At PepsiCo, what makes you unique, makes us better!
PepsiCo Foodservice is a division of PepsiCo that brings the company’s entire portfolio of food and beverage brands to market in out-of-home consumption channels to meet consumer needs at work, at play, and on the go.
Rooted in PepsiCo’s “Power of One” principles, PepsiCo Foodservice leverages the scale and breadth of the corporation’s brands to provide a unified voice to its customers and deliver competitive advantage in the fast-growing foodservice and vending channels.
What's Your Role?
As part of the Region Team, the Key Region Account Manager (K-RAM) will be responsible for leading the growth and development opportunities within existing regional accounts across all lines of PepsiCo business, as well as uncovering new multi-unit business opportunities within the Region. Additional responsibilities will include supporting the development of our frontline resources.
Major Tasks, Key Responsibilities and Key Accountabilities
•Grow and develop existing/assigned regional accounts within the Region (60% of selling time)
•Manage and grow existing customer base. Existing customers include but not limited to:
◦Large Regional Restaurant Chains
◦Large Theme Parks
•Establishment of strategic partnerships focused on delivering long-term, sustainable growth
•Work with Region Director, Area Sales Managers and MDMs prioritizing and executing plans against development opportunities with existing business
•Build and maintain scorecard to measure account performance
◦Effectively leverage program support (trade funds) and other resources
•Work with frontline in improving selling skills/executional capabilities
•Develop new, innovative selling tools and techniques for field execution
•Lead/develop/coordinate the execution of new regional business opportunities across the Region
•Generate a minimum of $1MM annually in incremental revenue, through New Business, incremental menu activation(s), and/or incremental Culinary Innovation
•Build segment specific data base with all identified accounts prioritized to include customer profiles, competitive situation and volume opportunity by line of business
•Build strategic selling story, program support and leverage of all other resources by line of business as part of executional selling process
•Bachelor’s degree preferred and 4+ years of sales experience in a progressive consumer package goods company
•Foodservice / large account management experience required
•Open to travel 40%-60% of the time within the region
•Location flexible within the PFNA Atlantic/Mid-Atlantic Food Service Region
•Strong communicator, negotiator and the ability to think strategically to influence others
•Strong interpersonal skills with the ability and experience in negotiating long-term contracts
•Ability to take initiative and follow-up independently
•Excellent interpersonal/organizational skills
•The drive to succeed in a very competitive marketplace, results orientation and the ability to balance sometimes conflicting priorities with a strong customer orientation
•Advanced knowledge of Microsoft Excel, Power Point and Word
•Ability to quickly resolve issues and develop relationships
•Strong process improvement skills
•Ability to manage multiple projects and tasks, prioritize well
•Able to analyze and solve problems with varying degrees of complexity
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.
PepsiCo is an Equal Opportunity Employer: Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity
Our Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Fair Credit Reporting Act, and all other applicable laws, including but not limited to, San Francisco Police Code Sections 4901 - 4919, commonly referred to as the San Francisco Fair Chance Ordinance; and Chapter XVII, Article 9 of the Los Angeles Municipal Code, commonly referred to as the Fair Chance Initiative for Hiring Ordinance.
If you'd like more information about your EEO rights as an applicant under the law, please download the available EEO is the Law & EEO is the Law Supplement documents. View PepsiCo EEO Policy
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