About PepsiCo
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
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.
Responsibilities:What we’re looking for:
To lead the development and growth of AFH capability for SSA Franchise. This role has two key strategic responsibilities:
- Responsible for leading QSR tenders e.g. KFC; Marriott for SA and into WECA. (Primary responsibility)
- Key connect between key Global / African customers and new SSA Foods / Snacks / Beverages business
- Define the scope and AFH opportunities within SSA Franchise.
- Identify potential expansion opportunities in white space customers and building capability within the bottling account teams & legacy pioneer teams to drive current and future sustainable growth.
Strategy
- Identify white space ‘customers’ within the SSA territory and prioritise based on potential; future growth and where PEP does not have a category present while competitors are.
- Establish strategies to leverage from new business opportunities and develop business plans to maximise revenue and profitability. Special focus on QSR Chains (Int’l and Local)
- Take the lead from a customer strategic perspective to implement and support bottlers with current and future major customer groups
- Lead Food Service & On the Go channel execution strategy across SSA with category and bottling leadership teams
- Support and contribute to channel strategy agenda including performing key roles on major strategy projects and supporting the development of the annual operating plan.
- Build a collaborative strategic relationship with all bottler’s senior teams across SSA
- Share and implement best practices with the Bottling Teams
- Identify customer management capability gaps and with the senior leadership in bottlers identify programs and training that will address identified gaps
- Network with other Franchise Markets to lift and shift best practices in DICE for key customers management
Overall
- Develop relationship with Account heads/Customers and lead activations and consumer/trade promotions in these accounts.
- Manage relationship with customers and ensure execution of contractual terms agreed with the customers.
- Build matrix cross channel and functional relationships across brands, retail teams, supply chain, marketing, innovation, insights, finance, franchises and distributor field sales, franchised bottling community and business development
- Develop & activate local marketplace initiatives and promotions to build brand development and maximize brand performance across allocated channels
- Influence working stakeholders for buy-in and business ownership.
- Communicate with relevant functions to advocate running promotions and ensure intended progress is met
- Work with other internal teams, such as Marketing, Franchise, Operations and Capability teams to leverage solution and support
- Responsible for co-developing consumer promotion and consumer engagement plans for QSRs while enhancing sales/brand image of PepsiCo brands
What will qualify you for the role
- 10 years solid commercial experience (at least 4-5 years AFH experience)
- Relevant Business Degree Completed
- Proven record of performance in Customer Management
- Shopper and Marketing experience will be an advantage
- African experience and or AFH customer experience (especially for handling QSRs)
- Good Networking / PR
- Strong Collaboration skills
- Strong Negotiation skills
- P&L management @ customer level and bottler system economics
