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, Pepsi, Doritos and Lipton Ice Tea, 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.

We are looking for a Sr. Business Development and Group Key Accounts Manager to join our Sales team based in İstanbul and who will be responsible for

• Key account Team Beverage & Snacks (Customer management, finance and P&L management for Key accounts both local and national)
• Channel Strategy & Business Development for AFH Channel
• Business development for Snacks (Field sales new business gain and channel growth)
• Building the snack category “growth” strategy in both Key accounts and Field sales business as this is a brand new category for the AFH channel.
• AFH Look of success & Execution marketing strategy.
• Ensuring delivery of budgeted volume, pricing, profit, market share and in-store and go to market execution excellence via developing & managing the strategic account plans and activities for designated FS accounts. Lead, coach Key Account Managers for account planning process and getting alignment with field teams to ensure gold standard execution. Responsible of 2 different teams with 6 direct reports (Key account managers & e-AFH manager)

This role will report to Away From Home Sales Director.

1st Key Account Customer Management:

• Leadership and management of the national & local and vending key account sales to ensure of the channel growth on both snacks and beverage categories.
• Develop strategic growth agenda for and with top key customers.
• Plan, coordinate and apply Marketing Activities, tailor-made and nationwide promotions.
• Building strong commercial relationships with the AFH key accounts and will be the key contact person with the stakeholders such as customers’ CEOs- CFOs etc.
• Annually develop a comprehensive & traceable account plan to deliver key account KPI’s. Analyze, compile and review performance of each strategic account plan incorporating competitor, category & shopper dynamics in order to deliver maximum volume and profit. Drive category, and discounts management in line with the account plan. Negotiate, control and execute the implementation of the annual account promotional grid ensuring alignment to the company’s annual marketing plan.
• People Leadership (Coach and develop the key account teams & identify and export the talents)
• Profitability and finance Management (budget management for the entire key account P&L)
• Be an influencer to execute company strategies for the AFH field teams
• Create a halo effect for the other channels (Retail)
• Create specific logistic (Delivery) alternatives for the customers working closely with customer’s and company’s logistic teams and 3rd party logistic firms to create efficiency and saving for the PepsiCo. (Snx and beverages)
• Share research and consumer trends with the customer and suggest growth strategies according to their needs.

2nd New Key Account Gain:

• Gaining new Key Account chains in the Away from home channel for both beverages and snacks categories.
• Monitoring and creating tailor-made contract structure and terms for each customer, work closely with leaders of finance, trade marketing, brand teams, logistic, law department, and procurement in each contract period
• Building C Level (CEO, CMO, etc.) relationships with more than 100 KA universes

3rd Strategy & Business Development, Brand Building & Habit Change (Bev & Snacks):

• Leadership and management of the new business teams to gain new “Field AFH” accounts in bev & snacks categories
• Responsible of the AFH channels’ growth strategy in new AFH accounts.
• Act as the SME in the field and will play a Key role in providing feedback to AFH teams on look of success strategy.
• Partner with Category Management Teams to develop AFH channel specific Category Management projects which deliver incremental growth
• Design and implement best-in- class LOS agenda trough effective processes and work closely with AFH sales director and field sales teams to execute the LOS.
• Increase company’s brand visibility in the media projects (TVC, digital, outdoor, etc), working closely with customer’s CMO’s and Pepsico brand and media teams.
• Managing customer’s media and marketing rights (from the contract) and influence customer’s own marketing budget to increase company’s visibility.
• Working closely with research and brand teams and creating new occasions and consumption moments in existing accounts such as Snx culinary projects, SNX and meal consumption projects, Non-sugar consumption habit change projects, etc.
• Lead Online Delivery (e-AFH) Platforms and teams
• Accountable for People development and is an importer/exporter of talent. Take responsibility for capability building plans development and execution; provide actively and ongoing coaching & feedback for the Team & Direct Reports.

• Strong expertise in the AFH (Away From Home) channel, with solid knowledge of both Sales and Trade Marketing (experience in the beverage industry is a plus)
• Proven experience in a Senior Manager role, with a minimum of 7 years in sales management
• At least 11 years of experience in customer management
• Demonstrated experience in P&L management and accountability; background in sales organization transformation and change initiatives; hands-on experience in trade marketing, field sales, key account management, and online delivery (AFH channel experience is an advantage)
• Proven track record of building high-performing teams and strengthening organizational capabilities
• Bachelor’s degree (or equivalent university degree)
• Strong negotiation, planning, and organizational skills
• Self-starter with high work standards
• Well-developed executive maturity
• Excellent analytical thinking and problem-solving abilities
• Strong people management and delegation skills
• Advanced proficiency in both Turkish and English