Key Accounts Manager

2 weeks ago

Riyadh, Saudi Arabia PepsiCo Full time

**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.**

**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

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