National Account Manager

Overview: CAREERS TO SMILE ABOUT At PepsiCo, you’ll discover a place where our mission is to create smiles around the world. With a portfolio of more than 500 beloved brands including, Gatorade, Lay’s and Quaker, our work touches millions of people every day. At the heart of the company is a team of thinkers, creators, and problem-solvers who collaborate to innovate and turn ideas into action. Driven by innovation and a focus on creating joyful moments through food and drinks, our decisions are guided by consumer centricity, creating opportunities for our associates to do meaningful work and make a lasting impact in the communities we serve. Whatever your role, you’ll be part of a global community that values your ideas and empowers you to make an impact, on your career and on the world around you. Responsibilities: The Opportunity Build and maintain a solid, long lasting relationship with Assigned Customers, developing Win – Win Negotiations through the right balance of working/non-working investments to reach yearly AOP. Achieve business plans while ensuring full compliance of negotiated agreements. Develop strong relationship with National Accounts for Puerto Rico territory defining and executing AOP plans. Effective leadership skills interacting with Functional Teams such as District Managers, CATMAN, Marketing & Planning to reach yearly objectives. Responsible of preparing, negotiating and approving contracts along the legal and financial teams that meet or exceeds PepsiCo standards. Responsible of D&A budget administration to ensure ROI. Your Impact Leads and develops customer Annual Operating Plans to deliver Gross sales, Net Revenue, Share, Executional Key Performance Indicator’s (KPI), and sales targets that represent 27% of the total Sales of OT. Develops winning partnerships with the customer and with internal PepsiCo stakeholders (GM, Financial Planning, Controller, Revenue Manager, Field Sales and Marketing) by influencing and penetrating multiple levels within both organizations. Ability to lead cross-functionally with sales planning, category management, finance, marketing, and Supply Chain to ensure delivery of relevant innovation and key initiatives. Leads all aspects of customer’s joint business plan (JBP) process, including strategic and tactical plans, while ensuring Sr. Leadership engagement Provide customer/channel expertise and leadership to drive the development of appropriate strategic and tactical plans within the business unit Manages all aspects of planning, merchandising, forecasting and checkbook management, as well as timely communication to all appropriate stakeholders on these critical tasks Ensures implementation and adherence to annual KPIs, Big Bets and Must Wins Counsel and supervise the Junior Key Account Manager to ensure alignment of the Joint Business Plan Process to Joint Business Plan (JBP) Process Implement World Class Engagement Model at Top Accounts to deliver long term growth and mutual profitability through: Strategic Planning: Customer Landscape, Shopper Strategy, Customer Assessment & Strategic Pillars Critical Enablers: Technology, Measurement Tools & World Class Talent Leading with Insights & Cross Functional Winning through Discovery, Big Bets, Activation & Growth Summit Develop and evolve a customer strategic and tactical plan: Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT ( strengths, weaknesses, opportunities, threats) analysis. Develop specific customer (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics ( how this will be achieved) for range, merchandising, promotions, pricing, service and distribution. Clear volume & profit (latter as appropriate) phased goals by brand by account. Build a datal plan detailing the planned presentation, agreement and implementation of all elements of the customer plan. Customer Selling: Sell-in Customer A…

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