External roleModern Trade Manager - KSA
PepsiCo
About this role
Lead PepsiCo Beverages’ Modern Trade business in Saudi Arabia, overseeing commercial strategy, customer partnerships, revenue growth, market share, profitability, and execution across the Kingdom’s largest retail customers. Responsibilities include planning, commercial strategy, P&L oversight, customer negotiations, cross-functional leadership, retail analytics, and digital commerce strategy. The advert asks for at least 10 years’ experience, a university degree, fluency in English, and the listed commercial, analytical, leadership, and communication capabilities.
At a glance
- Country
- Saudi Arabia
- Department
- Sales
- Education
- University degree
Skills
What you will do
- Lead the annual operating plan (AOP) and Joint Business Planning (JBP) agenda, aligning PepsiCo, bottlers, and retail partners on long-term growth strategies and investment priorities.
- Develop commercial strategies covering pricing, promotions, assortment, distribution, visibility, category growth, and execution excellence.
- Overlook the Modern Trade P&L, driving sustainable volume, revenue, profitability, and market share growth across all Modern Trade customers.
- Influence strategic customer negotiations, including Customer Development Agreements (CDAs), investment optimization, annual commercial terms, and business reviews to maximize ROI.
- Strengthen strategic partnerships with Saudi Arabia’s leading retailers through executive engagement, Top-to-Top meetings, and collaborative business planning.
- Drive commercial execution excellence through Perfect Store implementation, Category Management, in-store activation, retail media, and data-driven execution standards.
- Lead cross-functional teams across Sales, Commercial Development, Revenue Management, Marketing, Finance, and Bottling partners to deliver integrated commercial plans.
- Utilize shopper insights, EPOS, NielsenIQ, and retail analytics to identify growth opportunities, optimize promotional effectiveness, and improve investment productivity.
- Accelerate digital commerce by developing strategies for retailers eCommerce platforms.
- Build organizational capability by strengthening customer scorecards, and execution routines across the Modern Trade channel.
- Represent the Modern Trade business in senior leadership reviews, shaping strategic decisions that support PepsiCo’s long-term growth agenda in Saudi Arabia.
What the employer is looking for
- Have minimum +10 years’ experience preferably from top tier consulting or within a top 5 FMCG player, ideally in sales, Channel management, planning, analytics preferably within beverages/Foods.
- University degree.
- Fluency in English.
- Experience and in-depth understanding of execution development and implementation.
- Ability to convert business plans into volume and revenue figures.
- Analytically strong with ability to sort through multiple data sources.
- Strong persuasion and influencing skills – cross-functional and at Senior leadership team level.
- Flawless oral and written presentation skills.
- Strong leadership and change management skills.
- Ability and the desire to redesign processes and systems to create more efficiencies within the team.
- Self starter with ability to make decisions and act autonomously.
- Understanding of digital technologies, IT literacy.
- Knowledgeable of the latest trend in shopper & consumer research.
- Cross functional capabilities: Commercial, Business Development, Finance, Insights, Marketing and Innovation etc.
The advert in full
Lead PepsiCo Beverages’ Modern Trade business in Saudi Arabia, overseeing commercial strategy, customer partnerships, revenue growth, market share, profitability, and execution across the Kingdom’s largest retail customers. Responsibilities include leading the annual operating plan (AOP) and Joint Business Planning (JBP) agenda; developing commercial strategies covering pricing, promotions, assortment, distribution, visibility, category growth, and execution; overseeing the Modern Trade P&L; influencing strategic customer negotiations; and strengthening partnerships with Saudi Arabia’s leading retailers. The role also includes driving execution through Perfect Store implementation, Category Management, in-store activation, retail media, and data-driven standards; leading cross-functional teams across Sales, Commercial Development, Revenue Management, Marketing, Finance, and Bottling partners; using shopper insights, EPOS, NielsenIQ, and retail analytics; developing strategies for retailers’ eCommerce platforms; strengthening customer scorecards and execution routines; and representing the business in senior leadership reviews. The advert asks for at least 10 years’ experience, preferably from top-tier consulting or a top-5 FMCG player, ideally in sales, channel management, planning, or analytics, preferably within beverages or foods. It also lists a university degree, fluency in English, experience and understanding of execution development and implementation, ability to convert business plans into volume and revenue figures, analytical ability across multiple data sources, persuasion and influencing skills, oral and written presentation skills, leadership and change management skills, ability and desire to redesign processes and systems for greater efficiency, self-starting decision-making and autonomy, understanding of digital technologies and IT literacy, knowledge of shopper and consumer research trends, and cross-functional capabilities across Commercial, Business Development, Finance, Insights, Marketing, and Innovation. The listed skill set includes transformational and inspirational leadership; facilitation and questioning skills; flexibility in problem solving and ability to identify innovative solutions; building trusting, collaborative relationships and interdependencies; drive and results orientation; and an experimental mindset, pragmatic creativity, and desire to test and learn in-store interventions.
Personal qualities
Languages
About PepsiCo
PepsiCo products are enjoyed more than one billion times a day in over 200 countries and territories. The company reported more than $79 billion in net revenue in 2021. Its pep+ transformation places sustainability and human capital at the center of how it creates value and growth. PepsiCo states it is Mowaamah-GOLD certified in Saudi Arabia.
Employer websiteEqual opportunity
We are an equal opportunity employer and comply with the global human rights policies and equality laws in the countries we operate in, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or marital/civil partnerships, religion or belief, gender, disability and we are Mowaamah -GOLD certified in Saudi.
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