Key Account Management Manager

Position Overview

As a Key Account Management Manager at PepsiCo, you will play a pivotal role in driving the company’s growth by managing and expanding relationships with our most strategic customers. This position is designed for a results-driven professional who thrives in a dynamic, fast-paced environment and is passionate about delivering exceptional business outcomes. You will be responsible for developing and executing comprehensive account plans, fostering deep customer relationships, and ensuring the successful implementation of PepsiCo’s portfolio of iconic brands, including LAY’S®, DORITOS®, CHEETOS®, GATORADE®, PEPSI®, QUAKER®, and more.

PepsiCo is a global leader in the beverage and convenient foods industry, with a mission to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). Our pep+ strategy integrates sustainability and human capital as core pillars of our business, ensuring we operate within planetary boundaries while inspiring positive change for our planet and people. As part of our diverse and inclusive team, you will contribute to a culture where innovation, collaboration, and equity are celebrated. We are committed to fostering a workplace where every individual has a voice and the opportunity to thrive.

Key Responsibilities

The Key Account Management Manager will be accountable for the following core responsibilities:

• Strategic Account Planning:

  • Develop and execute comprehensive Customer Account Plans aligned with PepsiCo’s business objectives, including phased volume, revenue, net revenue per/kg, spend, and gross profit targets.
  • Design and implement Visibility & Access Points Strategies tailored to different store formats to ensure target achievements.
  • Collaborate with customers to agree on optimal item ranges that align with shopper profiles and market demands.
  • Jointly plan and execute an Annual Activity Calendar with customers to drive target achievements and maximize brand presence.
  • Ensure PepsiCo’s brands maintain dominance in allocated stores, reflecting their market leadership, and capitalize on new store openings.
  • Prepare and distribute monthly briefs to the Field Team, detailing confirmed activities, including items, quantities, displays, pricing, POSM (Point of Sale Materials), and promotional mechanics.
  • Negotiate and finalize Customer Distribution Agreements (CDA) in alignment with Annual Operating Plan (AOP) and financial guidelines.

• Customer Relationship Management:

  • Build and maintain strong, professional relationships with key customer decision-makers at both the head office and store levels to drive commitment to PepsiCo’s account plans.
  • Conduct annual business reviews with customers, evaluating past performance and presenting strategic plans for the year ahead.
  • Ensure timely listing of new SKUs in customer systems as per CDA terms and collaborate with customers to maintain high service levels and merchandising frequency.
  • Develop and nurture excellent business relations with customer head office teams, PepsiCo management, and store-level personnel to foster long-term partnerships.

• Field Communication and Execution Support:

  • Monitor and ensure the full and timely implementation of the Account Plan, including achieving volume, revenue, net revenue per/kg, spend, and gross profit targets.
  • Oversee the execution of agreed-upon Point of Purchase (POP) and sales driver initiatives to enhance brand visibility and drive sales.
  • Provide guidance and support to the Field Team to ensure alignment with strategic objectives and customer commitments.

Qualifications and Competencies

To excel in this role, candidates should possess the following qualifications and competencies:

• Education: Bachelor’s degree in Business Administration, Marketing, Sales, or a related field. An MBA or advanced degree is a plus.
• Experience: Minimum of 5-7 years of experience in key account management, sales, or business development, preferably within the FMCG (Fast-Moving Consumer Goods) or retail industry.
• Skills:
  • Proven ability to develop and execute strategic account plans that drive revenue growth and profitability.
  • Strong negotiation and relationship-building skills with the ability to influence key stakeholders at multiple levels.
  • Excellent analytical and problem-solving skills with a data-driven approach to decision-making.
  • Proficiency in Microsoft Office Suite, particularly Excel, PowerPoint, and CRM tools.
  • Exceptional communication, presentation, and interpersonal skills with the ability to collaborate effectively across teams.
• Personal Attributes:
  • Highly motivated, self-driven, and results-oriented with a passion for achieving targets and exceeding expectations.
  • Strong leadership and teamwork skills with the ability to inspire and mentor field teams.
  • Commitment to PepsiCo’s values of integrity, diversity, and inclusion, with a focus on sustainability and positive change.

Why Join PepsiCo?

At PepsiCo, we offer more than just a job—we provide a career with purpose. As part of our global team, you will have the opportunity to work with some of the world’s most beloved brands while contributing to a company that is committed to making a positive impact on society and the planet. Our inclusive culture fosters innovation, collaboration, and personal growth, ensuring that every employee has the opportunity to thrive. We are an equal opportunity employer and are proud to be Mowaamah-GOLD certified in Saudi Arabia, reflecting our commitment to diversity and equality.

Explore a career where your contributions matter, and your potential is limitless. Join us and be part of a team that is shaping the future of the beverage and convenient foods industry.