What you'll do
- Lead the Key Account agenda including customer strategy and annual negotiations
- Drive sustainable growth, profitability, and market share gains across categories
- Own and deliver the assigned Key Account portfolio P&L
- Define and execute long-term customer strategies aligned with company priorities
- Lead annual commercial negotiations with accountability for agreements and outcomes
- Establish and drive WCCE agenda to unlock joint value creation
- Ensure best-in-class in-store execution aligned with brand and trade marketing
- Own forecast accuracy and demand planning at customer level
- Drive performance tracking through KPIs
- Lead cross-functional alignment to deliver a unified organization mindset
- Act as a team player sharing best practices and supporting peers
- Contribute to capability building through knowledge sharing
- Role-model ownership, accountability, and continuous improvement
- Act as active member contributing to broader business direction
- Ensure full compliance with commercial, legal, and credit policies
- Maintain strong control over customer contracts and financial exposure
- Own personal development and build required skills
- Provide and seek timely, constructive feedback
- Support a culture of engagement, recognition, and continuous improvement
Key requirements
- 3+ years' experience
- Commercial acumen with P&L ownership mindset
- Sales or Key Account Management experience
- Customer strategy development and negotiation skills
- MS Office proficiency including Excel and PowerPoint
- Analytical capabilities and presentation skills
- Forecast accuracy, demand planning, and performance tracking (KPI management)
- Cross-functional teamwork and stakeholder management
- Communication skills and continuous improvement mindset
- Compliance knowledge
- Business Administration / Management / Any Field
About the job
PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated nearly $94 billion in net revenue in 2025, driven by a complementary beverage and convenient foods portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. PepsiCo’s product portfolio includes a wide range of enjoyable foods and drinks, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.
Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with pep+ (PepsiCo Positive). pep+ is our strategic end-to-end transformation that places sustainability at the center of our business strategy, seeking to drive growth and build a stronger, more resilient future for PepsiCo and the communities where we operate. For more information, visit www.pepsico.com, and follow on X (Twitter), Instagram, Facebook, and LinkedIn @PepsiCo.
Responsibilities
Lead the Key Account agenda for the assigned accounts, owning customer strategy, annual negotiations, and best-in-class execution to deliver sustainable growth, profitability, and market share gains across all categories.
Drive long-term value creation through strategic partnerships anchored in the WCCE (Win with Customers for Customers) agenda, strong cross-functional teamwork, and execution aligned with brand and commercial priorities.
Business & Strategy
Own and deliver the assigned Key Account portfolio P&L, including Net Revenue, profitability, and investment efficiency
Define and execute long-term customer strategies aligned with company priorities and market dynamics
Lead annual commercial negotiations with full accountability for agreements, terms, and outcomes
Establish and drive the WCCE agenda to unlock joint value creation with key customers
Execution & Performance
Ensure best-in-class in-store execution, aligned with brand and trade marketing strategies
Own forecast accuracy and demand planning at customer level (Volume, NR, Budget)
Drive performance tracking through KPIs (NR, GP%, NOPBT%, P2O, Smart Rate, NRR)
Lead cross-functional alignment to deliver a "one number" mindset across the organization
Leadership & Organization
Act as a valued team player within the KAM team, sharing best practices and supporting peers
Contribute to capability building through knowledge sharing and peer support
Role-model ownership, accountability, and continuous improvement
Act as an active member of the OT team, contributing to broader business direction
Governance & Compliance
Ensure full compliance with commercial, legal, and credit policies
Maintain strong control over customer contracts and financial exposure
People Development
Own personal development, proactively building required skills and capabilities
Provide and seek timely, constructive feedback
Contribute insights to key processes
Support a culture of engagement, recognition, and continuous improvement
Qualifications
Minimum 3 years of commercial experience within Sales or Key Account Management
Strong commercial acumen with full P&L ownership mindset, including the ability to drive Net Revenue growth while optimizing profitability (NOPBT, trade investment, ROI)
Bachelor’s or Master’s degree in Business Administration, Management, or related field
Excellent written and verbal communication skills in English
Advanced proficiency in MS Office tools (Excel, PowerPoint), with strong analytical and presentation capabilities
About the company
PepsiCo is a playground for curious people. We invite thinkers, doers, and changemakers to champion innovation, take calculated risks, and challenge the status quo. From executives to team members on the front lines, we’re excited about the future. We take chances. Together, we dare to make the world a better place.
Our associates are the magic ingredient. Each of them plays an integral role in helping create deep connections between people and our products. Think about your last group celebration: Chances are, one of our iconic brands was by your side. At PepsiCo, you’re invited to be a part of a global team of innovators who make, move, and sell these products—which are enjoyed by more than 1 billion people a day.
A career at PepsiCo means working in a culture where everyone’s welcome. Here, you can dare to be yourself. No matter who you are or where you’re from, you can influence the people around you and the world at large. By showing up, you’ll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.
Join us. Dare for Better.
About the company
PepsiCo is a playground for curious people. We invite thinkers, doers, and changemakers to champion innovation, take calculated risks, and challenge the status quo. From executives to team members on the front lines, we’re excited about the future. We take chances. Together, we dare to make the world a better place.
Our associates are the magic ingredient. Each of them plays an integral role in helping create deep connections between people and our products. Think about your last group celebration: Chances are, one of our iconic brands was by your side. At PepsiCo, you’re invited to be a part of a global team of innovators who make, move, and sell these products—which are enjoyed by more than 1 billion people a day.
A career at PepsiCo means working in a culture where everyone’s welcome. Here, you can dare to be yourself. No matter who you are or where you’re from, you can influence the people around you and the world at large. By showing up, you’ll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.
Join us. Dare for Better.