Senior Group Key Account Manager
About this role
Overview
Leads the strategic development of a key Discounter Customer with full P&L accountability and end-to-end accountability for the account’s growth agenda, annual operating plan and long term Customer partnership.
This is a leadership and strategy role, with focus on long term planning, senior Customer relationship management, team leadership and internal orchestration, with operational execution delegated to the team. The role reports to Head of Sales Discounter Channel.
Responsibilities
- Owns the strategic account plan and long term growth agenda for a key Discounter Customer, including negotiations strategy and joint business planning
- Holds full P&L accountability for the account, delivering Net Revenue, Profitability and trade investment targets and spend effectiveness
- Drives market share growth across Snacks and Beverages, translating category and shopper insights into portfolio, distribution and activation plans that outperform the market
- Develops and leads a next-gen Joint Business Planning with the Customer, moving the partnership beyond annual terms towards jointly owned category growth agenda, shopper led agenda, retail media cooperation and multi-year strategic commitments
- Leads and develops a team of two Key Account Managers responsible for day-to-day category operations
- Leads internal alignment and decision-making process for the account, engaging a cross-functional team across Finance, Customer Service, Trade Marketing, Category Management and Demand Planning
- Owns internal planning process for the account, including AOP process and performance reviews
Qualifications
- Minimum 8 years of experience in key account management with major retail customers in FMCG industry
- Strong negotiation experience at senior level with proven track record of delivering complex commercial agreements
- Demonstrated P&L ownership – managing Net Revenue, profitability and investments
- Ability to lead through others and manage cross-functional processes
- Strong analytical and planning capability, comfortable working with market data and internal performance metrics
- Exposure to Discounter or broader Modern Trade retail models
- Strategic mindset combined with strong execution discipline, able to operate with autonomy and senior-level presence
- Higher education
- Polish and English fluent required
Compensation and Benefits:
- The expected starting compensation range for this position is 329,700 PLN annually.
- Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary.
- This role is eligible for a sales incentive bonus, with a target payout of 23% of quarterly salary, paid out quarterly.
- In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.
Company at a glance
PepsiCo is a playground for curious people. We invite thinkers, doers, and changemakers to champion innovation, take calculated risks, and challenge the status quo. From executives to team members on the front lines, we’re excited about the future. We take chances. Together, we dare to make the world a better place.
Our associates are the magic ingredient. Each of them plays an integral role in helping create deep connections between people and our products. Think about your last group celebration: Chances are, one of our iconic brands was by your side. At PepsiCo, you’re invited to be a part of a global team of innovators who make, move, and sell these products—which are enjoyed by more than 1 billion people a day.
A career at PepsiCo means working in a culture where everyone’s welcome. Here, you can dare to be yourself. No matter who you are or where you’re from, you can influence the people around you and the world at large. By showing up, you’ll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.
Join us. Dare for Better.
Top Benefits
- Sales incentive bonus
- Comprehensive benefits package
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