AFH Europe Senior Director

vor 2 Wochen

Banana Shire, Österreich PepsiCo Deutschland GmbH Vollzeit
Overview

Drive a transformational Away From Home growth agenda across snacks & bevs in Europe, meaningfully shifting the AFH mix of business over the next 5 years (double digit in ‘23) whilst significantly elevating senior GM/ SD focus and buy-in. Focus on building and deploying key transversal strategies as well as maximising revenue potential across key AFH multi-market customers, winning & retaining key tenders as well as stepping up WCCE to accelerate sales. Lead a best in class AFH community (AFH BU leads) with key focus on sharing and deploying best practices across markets. Partner with Global AFH team on overall AFH strategy inc. key focus on deployment of aligned sales capability agenda.


Responsibilities

  • Leads the Total Away from Home Channel for EUR (Over $1 BN in PEP NR)
  • Provide functional leadership and ownership of Away From Home overall strategy, key Multi-Market customers & delivery of AOP
  • Develop & deploy the 5Y transformational growth agenda for PEP growth in AFH channels, moving from linear growth to ‘Perform to Potential’ across talent, org, portfolio, PEP+, GTM, AFH Marketing & digitalisation
  • Drive best in class account management through WCCE for key Multi-market customers across: QSR (Yum/ Amrest/ McWin/Subway/McDonalds/Dominos) , GAS (Shell), Travel Retail (Lagadere/ Autogrill) & Cineworld Group
  • Set strategic direction for acquiring & renewal for key ‘Lighthouse’ customers (including new investment model)
  • Lead a best in class AFH community (AFH BU leads) with key focus on sharing and deploying best practices across markets
  • Partner with Global AFH team across total strategy, key global customers and deployment of sales capability agenda
  • 1 year maternity cover leading to further opportunities in senior commercial positions

Qualifications

  • Strategic Development Skills – ability to set clear vision, strategy and facilitate vigorous debate and align senior teams to the new course of action
  • Strong Conceptual Capabilities coupled with in-depth Sales Operation experience to insure viability of execution secured benefit realization
  • Extensive front-line sales experience & leadership in Traditional Trade, Organized Trade and AFH.  Further, a clear understanding of market and customer structures and GTM’s to ensure understanding in strategy and execution
  • Ability to step beyond core analysis to understand the wider commercial framework (marketing objectives, account relationships, financial objectives, etc.)
  • Strong problem solving skills - extract key messages from complex range of data
  • Proven high-performance track record at work, with strong academic background
  • Executive Presence to represent PepsiCo with Global Customers/Sales Forums
  • Inter-personal skills and customer centric approach to build advantaged Customer Relationships
  • Excellent negiotation and influencing ability
  • Global business acumen and ability to recognize the need for different business models in different contexts
  • Ability to take an enterprise view that considers and anticipates implications across multiple global stakeholders (e.g., market needs, labor practices, legal issues) when building strategies and driving results
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