Sr Manager- Away From Home (Business Development & Industry Relations)

Main purpose:

The Senior Manager, Away From Home (AFH) Business Development Industry Relations, will play a key role in driving growth and expanding PepsiCos Beverages footprint within the Away From Home channel. This dynamic role will focus on acquiring new business through regional accounts and local customers, managing industry relations, and collaborating with internal and external stakeholders to execute strategies that align with PepsiCos business goals. The individual will be responsible for working closely with bottlers, understanding PL dynamics, and spearheading key initiatives to build PepsiCos presence in the AFH and foodservice space.

Key Responsibilities:

1. Business Development Acquisition:

• Hunt New Regional Accounts: Actively seek out and acquire new regional accounts to expand PepsiCos presence across local and regional markets.
• Drive new business acquisition through regional accounts and local customers, ensuring these relationships grow as they become more aggregated and larger.
• Evaluate new business opportunities, regional aggregate accounts, and data to implement the right pack price strategy aligned with state-level brand strategies.
• Identify and target large regional chains, bringing them under PepsiCos beverage portfolio.

1. Industry Relations Networking:

• Cultivate and maintain strong relationships with industry stakeholders in the AFH space, ensuring PepsiCos representation in major forums, including the NRAI and Image Awards.
• Lead PepsiCos industry relations strategy across the AFH space, positioning the company as a leader in foodservice and beverage solutions.

1. Regional Account Management:

• Develop and manage relationships with key regional accounts, such as WOW Momo, to increase market penetration and long-term collaboration.
• Secure new regional accounts by identifying growth opportunities in target markets and executing strategic plans to win business.

1. Collaboration with Bottlers:

• Work closely with bottlers to align on key priorities, ensuring consistent execution of business strategies and supporting local sales teams.
• Develop joint strategies and a collaborative framework to drive mutual growth, creating win-win scenarios for all parties.

1. Financial Strategic Planning:

• Utilize strong PL understanding to assess and evaluate business propositions and ensure financial viability and alignment with PepsiCos strategic objectives.
• Lead the development of financial models for new business opportunities, ensuring alignment with broader business goals.
• Deliver the Annual Operating Plan (AOP) by meeting business targets, driving revenue growth, and improving profitability.

1. Brand Building Marketing Initiatives:

• Build Brand Equity: Drive brand equity for PepsiCo products within the AFH sector through effective marketing-led initiatives, in collaboration with channel partners.
• Work with internal marketing teams to create and implement campaigns that build brand awareness, engagement, and loyalty across regional chains and AFH customers.

1. Planning Execution:

• Calendarize key activities for the year, including brand activations, and ensure timely execution in collaboration with internal teams and external partners.
• Develop and implement a comprehensive strategy for brand growth, ensuring alignment across regional chains and internal stakeholders.

1. Strategic Brand Growth:

• Leverage a deep understanding of how brands grow and develop strategies to drive growth across regional chains in the AFH sector.
• Work with internal teams to develop brand-specific initiatives and execute them across regional accounts in alignment with PepsiCos national and global playbooks.

Key Skills Qualifications:

• Strong PL Understanding: A deep understanding of profit and loss management, ensuring all business development initiatives are financially sound.
• Collaborative Mindset: Ability to work seamlessly with bottlers and other stakeholders, fostering a team-oriented approach to business development.
• Industry Expertise: Extensive experience and relationships in the AFH space, with a particular focus on the foodservice and beverage industry.
• Strategic Brand Management: Proven ability to grow brands within regional chains and execute strategies that contribute to national and global growth.
• Analytical Skills: Ability to analyze business data and market trends to make informed decisions that drive long-term growth.
• Relationship Building: Strong relationship management skills, particularly with key regional accounts, industry associations, and stakeholders.
• Leadership: Ability to lead and influence cross-functional teams and stakeholders to achieve business goals.
• Communication: Excellent communication and presentation skills, capable of representing PepsiCo at industry forums and engaging with senior stakeholders.

Key Pictures of Success:

• Expansion of Regional Accounts: Successfully acquire additional regional accounts from existing clients, contributing to overall business growth and increasing PepsiCos presence across key regions.
• Driving Portfolio Growth: Effectively push PepsiCos future portfolio, especially energy drinks and mixers, into the Away From Home channel, growing market share in these emerging categories.
• Customer Advocacy: Serve as the voice of the customer within PepsiCo, ensuring that customer needs and insights are represented in strategy development and execution.
• Integrated Marketing Programs: Design and implement marketing programs that deliver on key brand metrics (awareness, engagement, loyalty) while working in close collaboration with the brand team to ensure seamless integration across channels.

Qualifications:

Master degree in Business, Marketing, or a related field

8+ years of experience in business development, sales, or a related field, preferably in the foodservice or beverage industry.

Proven track record of managing regional accounts, delivering AOP targets, and driving brand growth in the AFH space.