Key Account Manager | PepsiCo International Riyadh, Saudi Arabia

Job Description

PepsiCo is a world leader in convenient snacks, foods and beverages – home to some of the best loved and iconic brands around the world.

Our business in Asia Middle East and Africa is the global growth engine of PepsiCo, spanning over 92 diverse countries – from emerging markets to developed markets. Living up to our promise of being a good corporate citizen, through more efficient use of land, energy, water and packaging in our operations, we continue to delight 75% of the world’s consumers with our quality, tasty, fun, nutritious and convenient products.

Our employees are at the heart of PepsiCo. Through the Company’s commitment to Talent Sustainability, we continue to support the development of employees. Possibilities, our employment brand, reinforces our commitment to our people; enabling them to reach new heights in their careers and becoming truly world class talents. PepsiCo is universally recognized as one of the best companies in the world for leadership development.
JOB PURPOSE:

To develop Account Business Plan and make sure it is implemented to deliver/ exceed the planned volume, revenue and profit targets for assigned customers.

Develop & deliver the business plan thru cost effective Customer Development Agreement (CDA) and World class standards merchandising materials and in store programs.

His primary objective is to drive volume, profitability, & share across the Organized Trade channel.

Planning and Executing the sales plan for assign customers and achieve the sales volume, market share, market execution and customer service objectives through effective leadership and maximum utilization of the Regional sales teams and ensuring successful achievement of sales targets and to safeguard & develop the company image in the market place.

ACCOUNTABILITIES:

Planning,

· Develop Customer Account Plan for the allocated accounts that are aligned across the business system. Specifically:

· Phased volume, revenue, net revenue per/kg, spend and gross profit targets.

· Visibility & Access Points Strategy which fits stores types and ensure targets achievements.

· Manage & Agree on optimal items range which meet the shopper profile for allocated customers.

· Jointly Plan with customers Annual Activity Calendar which ensures Targets Achievements.

· Keep SSFL brands dominant inside stores to reflect its market leadership.

· Dominate Stores openings.

· Prepare monthly brief to all Field Team which contains all details related to the Confirmed Activities with Customers (items, quantity, displays, prices, POSM, mechanics, etc…).

Customer Management

· Personally penetrate the customer vertically and horizontally to build strong, professional relationships that can be leveraged to gain commitment to the proposed plans. Additionally, lead and coordinate other filed managed accounts by supporting the Regional Managers in their penetration within the allocated accounts.

· Undertake an annual business review with the customer that involves all relevant personnel, reviews what has worked and presents the year ahead at a strategic level.

· Gain commitment from key customer decision makers to the account plan initially and on an on-going basis.

· Develop an excellent Business Relation with Customer Head Office Team & SSFL Management Team as well as at Stores Levels.

· Agree with Customers for listing all new SKU’s in Customers systems on time & as per CDA term.

Field Communication / Support for Execution Team

· Ensure that all customer investment breaks even and delivers the best available business impact for SSFL.

· Ensure that customer pricing/ CDA terms are agreed to support the agreed business goals, based on Principles and that any changes are based upon an objective business case and are approved by SSFL Management.

Ø Develop and maintain an Account Fact Book that contains all relevant customer information, Stores details, as:

Skills

1. Commercial awareness – strong knowledge of what’s important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution.

2. Strong verbal and written communication as well as facilitation skills – Confidence to lead and direct discussion across all levels. Ability to engage and enthuse others with clear, concise communication to reach decision and recommendation.

3. Strong Negotiation and Relationship building skills and ability to influence – Ability to influence at all levels and build relationship with key customers.

4. Demonstrated functional expertise with FMCG Company for a minimum of 6-8 years of sales field experience and Worked before in Category Management Projects.

5. Very Good English and Arabic language skills.

6. No travel restrictions.

7. Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames).

8. Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic conflict handler).

9. Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment).

10. Integrity (Mutual trust, consistent with company ethics and values).

11. Execute and operationalize a business strategy.

Education

University Graduate & Computer Literacy (Windows applications)

About This Company

Saudi Snack Foods Company is part of the PepsiCo International family and it s major brands are Lays, Cheetos, & Quavers in addition to the local Tasali brand.
SSFL is a market leader in the GCC and provides employment to more than 2000 persons across the GCC. Due to rapid market growth and expansion there are a number of employment opportunities. SSFL as part of the PEPSICO system provides significant career opportunities and invests heavily in its People agenda

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