Job Description
We are PepsiCo Sales. We are game changers, mountain movers and history makers. We are a diverse group, spread among 200 countries and united by a shared set of values and goals. That’s why we Perform with Purpose. Together, we blaze new trails, succeed, celebrate and never settle for second best. At PepsiCo, we’re committed to performing well as individuals and in teams, to strengthen the company as a whole.
Are you hungry to be a part of the World’s largest portfolio of billion-dollar food and beverage brands? If so, then now is the time to explore the Possibilities of PepsiCo.
The National Director of Sales Designate – New Business will be responsible for developing and leading the implementation of the strategic new customer prospecting and acquisition plan within assigned Foodservice channels. As an effective team builder, the National Director of Sales will leverage cross-functional expertise to generate new business, which delivers critical brand-building initiatives across all lines of PepsiCo’s portfolio.
What critical experiences would you gain as a Sales Director Designate?
You will learn about our business model, our processes and gain the experience of how to influence cross-functionally while leading and developing a team of sales professionals. In this role, you will benefit from a 12 month program which begins with 4-6 months of structured onboarding allowing you the opportunity to acclimate to PepsiCo’s fast-paced environment. This will build strong foundational knowledge while also increasing ownership and responsibility within the role to set you up for success.
Extensive expertise in Sales Leadership, New Business Acquisition, Strategic Channel Development, Marketing Strategy and Innovation Leadership is required as this position is the main collaborator with both internal and external customers. This leadership role is designed to provide strategic thinking and customer alignment internally and externally. It is critical to have a broad knowledge of all aspects of our business.
While direct responsibility is for the U.S. business, the Director of Sales is occasionally involved in global negotiations that cross into international territories.
Key Accountabilities:
Complete 12-month training – Includes cross-functional training, customer exposure, and people leadership
Build relationships with multiple Foodservice Channel customers and direct reports
Assist with development of Annual Operating Plan (AOP) Strategy for PepsiCo Foodservice New Business acquisitions
Meet AOP targets for food and beverage – Deliver new business and market share growth through the selling of PepsiCo’s category-leading food and beverage portfolio
Collaborate across functions which include Marketing, Finance, Control, Supply Chain, Insights and across our Frito Lay, Juice+ and Lipton partners
Develop a deep partnership with Marketing to create revenue-driving opportunities for prospects and profitable brand-building programs for PepsiCo during new business pitches
Drive industry excitement around PepsiCo & build relationships with key decision-makers at industry conferences, tradeshows & Private Equity / Broker engagements
Partner with PepsiCo Division leadership to insure full field wiring during new business prospecting
Possess the ability to interact with PepsiCo Global new business colleagues for synergy
#LI-USA
Qualifications/Requirements
Bachelor’s Degree, MBA preferred
Experience within Consumer Product Goods in Sales, Category Management, Finance, Procurement or Strategy
People Leadership and experience influencing internal teams that are matrixed and do not directly report into the position
P&L Literacy
Negotiation Experience
Advanced customer skills including relationship building and influencing with trust and integrity
Strong internal and external collaboration skills needed
Advanced communication skills; both written and oral
Advanced project management and organization skills required
Proven ability to work under stressful time constraints
Creative problem-solving skills to address very complex situations
Able to analyze business opportunities and leverage knowledge of customers’ business, goals and culture to provide win-win solutions
Broad knowledge of CPG distribution, equipment, service, bottler systems, finance systems
Ability to utilize industry knowledge, information and insights to achieve goals
Strong thought leadership and team management skills
Acumen in diverse supply chain and distribution options and methods, including warehouse, Direct Store Delivery (DSD) and distributors
Ability to work effectively within cross-functional teams and proactively influence strategic decision making
Self-Starter, ability to work independently in the absence of direct supervision
Superior presentation development skills (Development and delivery to senior levels)
