Associate Director, GTM;GTM副总监

Job Description

Auto req ID: 205036BR

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.

- Partner with Sales Development Director and COSO Leadership Team to optimize, implement and sustain advantage GTM Models and systems that create band width for portfolio growth, accelerate horizontal expansion and maximize VPO from existing business while deriving S&D Productivity

1. Define and Deploy effective GTM strategies and road map in driving penetration & in-store execution across MT & TT formats in China to achieve transformation goals of China Foods
(1)Define GTM strategy and road map for IGP and AOP for China Foods
(2)Define, transform, implement and sustain holistic direct & indirect GTM action plans by province and city tier to deliver national distributor channel goals
- Indirect volume achievement by province / key city with specific weak market targets
- Weighted & Numeric distribution, salty & cereal – national & by province
- Weak city numeric distribution improvement
- National & city by city wholesale market execution score
- Small format MT & TT market share
3)Demonstrate ‘sustainable’ transformation of distribution footprint
- City distribution scorecard health checks – green / yellow / red
- Right Choice distributor – Volume mix, performance vs. plan, turnover / stability
- Lead thinking & development of IT enabled tools to support both Direct & Indirect GTM
(4)Optimize revenue opportunity & drive fixed cost productivity
- Manage TT D&A % & implement effective price pack strategies to maximize revenue
- Optimize fixed S&D investments in field sales organization
- Establish common language around GTM costs by channel
(5)Provide appropriate insights, local knowledge and expertise to support in design & development of appropriate suite of solutions, tools & processes for the Foods business.
3.Lead critical strategic GTM pilot projects
(1)Field sales IT automation projects
(2)Grocery / kiosk active coverage pilots through Right Choice distributors
(3)Define a scalable wholesale market activation model
(4)Work with PO1 teams on finding PO1 GTM opportunities where possible

Work Relationships:
- COSO Sales Lead
- MU Head
- MU Management Team
- External Partner
- Distributors
- Sector sales capability lead and GTM lead


- Literacy in both spoken & written Chinese is a must
- Excellent Knowledge of Innovation and Brand Marketing processes and systems
- Strong strategic thinking in synthetic way
- Strong communication and creative engagement
- Good knowledge of Consumer Insights / Market research
- High degree of Planning and Execution Skills
- Strong Communication, analytical and influencing skills
- self-starter and presentation skills
- Good ability to effectively manage ambiguity

Relocation Eligible: Not Applicable
Job Type: Regular