Key Account Head

At PepsiCo, people from different backgrounds and experiences eagerly roll up their sleeves, pitch in and get to work. We share a desire to succeed, and to win! We get great satisfaction knowing that our ideas are not only championed, but they are acted upon and brought to life. Our commitment to creating the best consumer products begins with our people.
1. Main Purposes:

• Build sales & profitability in assigned accounts by selling in initiatives established during the Annual Operating Plan (AOP). Develop and execute business programs, and ensure all assigned accounts comply with Pepsico performance standards and Customer Development Agreement (CDA).

2. Key Accountabilities:

• Grow Sales and Share in assigned customers:
  • Negotiate, develop, and execute effective contracts with assigned customers
  • Monitor performance and compliance to contracts, taking corrective actions where necessary
  • Develop and keep updated Customer Account Plan (CAP) to the Pepsico standard
  • Call on all customer wiring assignments as planned
  • Develop specific standards for merchandising range
  • Develop promotions activities & marketing programs for accounts to enhance brand image and gain sales & share.
  • Monitor, analyze & control Budget spending.
  • Manage customers' debt to make sure payment on time in full as per company policy.
  • Ensure new products listed in assigned customers as guideline.
  • Work with other AM/KAM Region and OTE - Region to get customer insights & design suitable sales program.
  • Do market visit to track execution
• Set objectives and track results:
  • Set clear objectives for each member of the team that are consistent with Market Unit (MU) goals
  • Build forecast basing on base line and incremental factors to achieve AOP monthly
  • Review progress vs. objectives on weekly basis
  • Ensure clear communication and adherence of pricing and promotions
  • Report: competitor activities, monthly sales review, promotion evaluation...
  • Have periodic meeting with customers to review performance and take immediate action plan.
• Identify and win new business:
  • Identify and evaluate new business opportunities (new distribution / new customers) & develop products in new accounts in assigned location
• Others:
  • Managing and coaching Organized Trade Executive and Sales Rep to execute daily sales operation.
  • Lead problem solving and help other AM/KAM/OTE-Region handling issues related to Customer HO in assigned accounts.
  • Other tasks assigned by Organized Trade Lead