Key Accounts Manager

Overview

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
more than $‎79 billion in net revenue in ‎2021, 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 beverages,
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 PepsiCo Positive (pep+). pep+ is our
strategic end-to-end transformation that puts sustainability and human capital
at the center of how we will create value and growth by operating within
planetary boundaries and inspiring positive change for planet and people. For
more information, visit www.pepsico.com.

Main 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.
Support role out of PI AOP business initiatives for Global & Regional
Accounts.
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 AOP and to safeguard &
develop the company image in the market place.
To support day-to-day execution of OT business development building contacts
with assigned key Customers.

Responsibilities

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...).
* Negotiate and sign the CDA with customer on time and as per AOP and Financial Guidelines.
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.
* Make sure GTM (Merch. Freq.) & Service Level (PO Freq.) is properly followed as per agreed Strategy by Store Format.
Field Communication / Support for Execution Team
* Make sure the Account Plan is being implemented in Full & in Time. Specifically:
* Deliver Volume, revenue, net revenue per/Kg, spends and gross profit as agreed.
* Implement the agreed POP/ sales driver initiatives and targets.
* Implement the Activity Calendar.
* 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.
* Customer administration. Specifically:
* Develop and maintain an Account Fact Book that contains all relevant customer information, Stores details, as detailed in selling edge.
* Issue a quarterly report covering customer performance versus target, implementation of the account plan and the outlook for the balance of the year,
* Issue the KA scorecard on a monthly basis.
* Forecasting to the agreed standard.
* Budget management and monitoring, as detailed in the KA Monthly scorecard and budget tracker.
* Account administration as required (e.g. promotional proformas, listing forms, customer reconciliation, etc.). Leverage the Key account operating processes as outlined in selling edge to ensure that field are aligned to relevant activities and execution standards within the allocated accounts.
* Proactively report performance status versus objectives to track business performance.
* Regular Visits to the Stores as per agreed schedule.
* Motivate the field to ensure appropriate local activity is delivered within the allocated accounts.
* Lead any reconciliations problems at Customer Head Office level if required.
Review
* Update Score Cards at regular and consistent basis.
* Undertake store checks alongside account visits to ensure Execution ‎100% implemented as per CDA & Plans.
* Evaluate key activities/ promotions to determine what works best as a basis for future plans.
* Get all required Updates from Team & sent to SSFL Head Office on time especially Weekly Activities & Visibility Audit.
People (Where Applicable)
* Own and deliver excellent people processes for direct reports. Specifically:
* SMART Objectives at annual, quarterly, and monthly basis.
* An annual appraisal based on the objectives.
* Role profile as detailed in the Job description and my development competency model.
* Develop plan including projects, coaching and formal training.
* Represent career interests of direct reports in line with the CDAP process.
* On-going leadership and motivation of direct reports.
* On-going coaching and development of direct reports.
* Motivate and leverage other internal human resources to support delivery of the account plan.
* Self-development.

Qualifications
* Commercial awareness - strong knowledge of what's important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution.
* 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.
* Strong Negotiation and Relationship building skills and ability to influence - Ability to influence at all levels and build relationship with key customers.
* Demonstrated functional expertise with FMCG Company for a minimum of ‎6-‎8 years of sales field experience and Worked before in Category Management Projects.
* Very Good English and Arabic language skills
* No travel restrictions
* Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
* Developing and Supporting The Team (Actively improves others ' skills, cooperate effectively, diplomatic conflict handler)
* Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment)
* Integrity (Mutual trust, consistent with company ethics and values)
* Execute and operationalize a business strategy. University Graduate & Computer Literacy (Windows applications).