Sales Director, Top 5

Job Description

Auto req ID: 212234BR

Job Description

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $64 billion in net revenue in 2018, driven by a complementary food and beverage portfolio that includes Frito-Lay, Gatorade, Pepsi-Cola, Quaker and Tropicana. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including 22 brands that generate more than $1 billion each in estimated annual retail sales!

In this role, you’ll lead an agile and multi-matrix team and be responsible for the total PepsiCo portfolio across Snacking and Nutrition, for this Top 5 customer account. You’ll leverage data and insights to create possibilities that result in high performing and consumer-centric performance, as well as build AGS winning relationships across your internal and external network. You’ll be a strategic thinker who can transform complex concepts into compelling stories and lead with impact through others.

Roles and Responsibilities:
  • Full accountability for the development and execution of the customer annual sales revenue plan, in addition to total P&L ownership
  • Defines the strategy for the Top 5 customer and provides leadership for a multi matrix team; across Sales, Category Insight, Shopper Marketing, Demand Planning and Supply Chain
  • Leads the development of winning strategies and plans across multiple channels and formats, leveraging Data and Insight to sell compelling business proposals
  • Working in partnership with the total leadership team across Grocery, Impulse and eCommerce to ensure a collective ‘One Team’ ethos and vision
  • Manages the full PepsiCo product portfolio for their customer, across Snacking and Nutrition, specifically developing strategies and tactics to drive high revenue and growth
  • Developing and strengthening key customer relationships at Trading Director level, being a true custodian for PepsiCo’s Partnership with this Top 5 customer
  • Responsible for setting and consistently communicating clear leadership vision and objectives to a diverse sales team, to motivate and inspire their performance
  • Accountable for team development and setting an inclusive environment, retention and growth of the team
  • Effective management of Sales Promotions, Terms management and the achievement of promotional efficiency targets for the channel
  • Leads through the PepsiCo matrix to ensure the JBPs and PepsiCo internal metrics are delivered and that there is internal alignment with our channels and categories
  • Accountability for the in-store execution standards of distribution, display and promotion as defined in the UK annual marketing calendar and operating plan across the channel


Demonstrates fantastic leadership acumen; managing across multi-matrix teams and operating effectively within a larger commercial function
Able to develop market-leading channel strategy for their customer
Excellent ability to build strong and long-lasting networks with internal and external stakeholders
Multi-function experience / E.g. MS&P preferable but not essential
Able to translate insight and data into clear and compelling stories
A strong understanding of the customer and consumer landscape within the Food & Beverage industry

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. For more information, visit


Relocation Eligible: Not Applicable
Job Type: Pipeline

We are an equal opportunity employer and comply with the Equality Act 2010, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or maternity, marital/civil partnerships, religion or belief, sex or sexual orientation, gender or gender reassignment, disability or race including; colour, nationality, ethnic or national origin.