Key Account Management Manager

About PepsiCo

PepsiCo is a global leader in beverages and convenient foods with products enjoyed over one billion times each day across more than 200 countries and territories. In 2021, PepsiCo achieved over $79 billion in net revenue supported by a diverse portfolio including brands such as LAY'S®, DORITOS®, CHEETOS®, GATORADE®, PEPSI®, and QUAKER®. PepsiCo is committed to sustainable growth through its pep+ strategy, focusing on environmental responsibility and human capital. The company values a dynamic and inclusive culture, fostering diversity and equal opportunities for all employees in accordance with global human rights standards and local laws, including being Mowaamah-GOLD certified in Saudi Arabia.

Key Responsibilities

• Develop comprehensive Customer Account Plans for assigned accounts that align with overall business system goals.
• Set phased targets for volume, revenue, net revenue per kilogram, spend, and gross profit.
• Design visibility and access point strategies tailored to store types to ensure target achievement.
• Agree on an optimal product range that matches shopper profiles for each account.
• Collaborate with customers to plan annual activity calendars to support target accomplishment.
• Maintain dominance of SSFL brands within stores to highlight market leadership and maximize store openings.
• Prepare detailed monthly briefs for the field team covering confirmed customer activities, including items, quantities, displays, prices, POSM, and mechanics.
• Negotiate and finalize Customer Development Agreements (CDA) timely and according to the annual operating plan and financial guidelines.
• Establish strong vertical and horizontal customer relationships to secure commitment on proposed plans, supporting regional managers in shared accounts.
• Conduct annual strategic business reviews with customers involving all relevant teams.
• Ensure timely listing of new SKU’s as per CDA terms.
• Monitor adherence to Go-To-Market (GTM) and service levels in accordance with agreed store formats.
• Ensure full and timely implementation of account plans, including volume delivery, financial targets, POP initiatives, and activity calendars.
• Verify that investments deliver business impact and price agreements support business objectives based on approved business cases.
• Maintain an Account Fact Book containing comprehensive customer and store information.
• Issue regular performance reports, including monthly KA scorecards and quarterly customer performance reviews.
• Manage forecasting, budget monitoring, and account administrative tasks such as promotional proformas and listing forms.
• Lead issue resolution for reconciliations at customer head office levels as needed.
• Conduct periodic store visits and motivate field teams to deliver agreed local activities.
• Continuously update scorecards and conduct store checks to verify execution of plans and CDAs.
• Evaluate promotions and activities to optimize future plans.
• Lead people management processes including setting SMART objectives, conducting appraisals, ongoing coaching and development, and supporting career growth of direct reports.
• Maintain compliance with SSFL control processes, including documentation, audit trails, and control effectiveness evaluations.

Qualifications and Skills

• At least 6-8 years of sales field experience within the FMCG sector, with prior involvement in category management projects.
• Strong commercial awareness and understanding of sales tools and execution standards.
• Excellent verbal and written communication skills in English and Arabic, with the confidence to engage at all organizational levels.
• Proven negotiation skills, relationship-building abilities, and influence with key customers.
• Ability to develop and execute business strategies effectively.
• Results-driven mindset with a focus on specific efficiency and productivity KPIs.
• Leadership and team development capability including coaching and conflict resolution.
• High integrity aligned with company ethics and values.
• University graduate with proficiency in computer applications, especially Windows-based software.
• No travel restrictions.

Diversity and Equal Opportunity

PepsiCo is an equal opportunity employer that values diversity and inclusiveness, ensuring a respectful workplace for all without discrimination based on age, pregnancy, marital status, religion, belief, gender, or disability.