ROLE OVERVIEW
The position is responsible for providing subject matter expertise for developing and growing the beverage and food category volume and profits in the Food Service (FS) operations, leveraging shopper and occasion insights and strategic Pack-Price architectures. It is also responsible for developing a sound commercial strategy for the FS business, and steering the development of channel strategies and initiatives across the FS accounts to drive profitable growth. The position is responsible for developing and leading the sales plans for the FS accounts to ensure that business growth, the Annual Operating Plan (AOP), and product/SKUs targets are achieved.
Job Responsibilities:
- Develops a long-term FS strategy based on a thorough strategic analysis, opportunity identification, and revenue mapping, with key profit pools identified and aligned over the medium-term to the long-term.
- Leads the development and implementation of specific frequency driving programs (e.g. multi-pack strategy, cooler strategy, and cross-category and promotion opportunities).
- Leads the execution of new product launches in the channels in coordination with the Go-To-Market team and execution plans.
- Develops a robust customer segmentation approach and prioritizes channels and customers for investments.
- Provides inputs to SBP, develops and delivers the AOP for FS across snacks and beverages by building partnerships, converting key accounts, and identifying new Po1 strategies and portfolio expansion in current accounts.
- Leads the annual Discovery and Joint Business Plan sessions
- Provides insights to commercial and marketing teams on marketing activation basis analytics on research findings in FS.
- Owns and manages the monthly sales forecasts including monthly reviews for brand, pack, channel and geography.
- Leads and ensures PCPPI sales engagements on brand plans, volume, and distribution targets across key areas of sales operations.
- Collaborates with Trade Marketing team and leads the design and execution of initiatives to support the business objectives.
- Leads, manages, and oversees the delivery of targets for FS accounts, such as total volume, share, revenue, and P&L targets.
- Ensures that market and customer insights, sales targets, and historical performance of FS accounts are properly analyzed and considered in the preparation of a reliable and sound demand plan that drives the attainment of business objectives.
- Prepares department budget, monitors, and ensures operational expenses are within the approved budget.
- Evaluates and implements cost-savings opportunities while maintaining the quality and level of service.
- Coaches, mentors, and identifies training and developmental needs and job competencies of line personnel to build a well-informed, well-trained, empowered workforce, and stable organization.
Requirements:
- At least 15 years of strong experience in sales and marketing, account management, and food service channel development in a fast-moving consumer goods company, at least 5 years of which in a managerial capacity.
- Expertise in channel strategy and development, modern trade management, key account management, and market insights.
- Strong business acumen with high level of understanding of financial indicators, strategy development, and sales operations.
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