Commercial Manager Foods NO/SE/ICE

About PepsiCo

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.
Guiding PepsiCo is the vision to be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). Pep+ is the strategic end-to-end transformation that puts sustainability and human capital at the center of how PepsiCo will create value and growth by operating within planetary
boundaries and inspiring positive change for planet and people. For more information, visit www.pepsico.com.

Building a more sustainable food system is critical for the health of the communities and the planet we all share. Have a look at the latest efforts by PepsiCo to fight climate change, protect natural resources, and more: https://pepsico.com/sustainability/strategy.

Why PepsiCo Nordics?

PepsiCo Nordics Market Unit (MU) has a headquarter in Copenhagen and belongs to the Northern Europe (NE) cluster (Benelux + DACH + Nordics MU). PepsiCo Nordics Market Unit a highly motivated team of 50 employees, with a clear ambition to retain and develop great work environment together with a strong business performance. The 27 million people living in Denmark, Norway, Sweden, Finland and Iceland are no strangers to PepsiCo's portfolio of juice, food, snacks, carbonated and non -carbonated beverages. PepsiCo’ brands Pepsi Max, Mountain Dew, Quaker, Lays and Doritos enjoy strong positions within the marketplace and are loved by consumers throughout the geography. Joining PepsiCo means joining a dedicated team where innovation and forward thinking are encouraged.

PepsiCo is now looking for a Commercial Manager Foods who will be directly responsible for sales and P/L through Snacks and Grains distributors in Norway, Sweden and Iceland and will thus set and drive the commercial agenda in those markets to achieve annual operating plan objectives.
 

Main purpose of the role

• Responsible for owning the commercial agenda and full P&L for Foods (Snacks and Grains) in Norway, Sweden & Iceland
•  Develops, implement, and drives annual commercial plans in close cooperation with GTM partners to drive sustained top- and bottom-line growth in the respective markets and accounts
• Strengthen long-term distributor relations and work cooperation with GTM partner Royal Unibrew (NO/SE) & Ölgerdin (ICE) while evolving tight GCS governance principles
• Develop and retain talent within the commercial team while building a future bench.

Primary accountabilities

• Deliver volume, NR, profit objectives according to Nordics MU plan for the designated markets, accounts, and categories. Initiate timely and appropriate corrective actions to deliver planned performance
• Lead and develop Annual Commercial Plans for Foods in respective market to capture net revenue opportunities and build strong commercial calendars. Ensure alignment with GTM partners, Marketing Leads, Commercialization, SC, Europe categories and MU leadership on commercial priorities
• Implement the Annual Commercial Plans by working closely with GTM partners to set priorities, secure optimal resources towards PepsiCo portfolio and push focus to deliver targets and superior in-store execution as outlined in the annual Commercial Agreements. Build good and constructive relationship with GTM partners, teams and International Accounts during monthly traffic meetings, quarterly business review meetings and daily follow ups on ad hoc request
• Take lead setting up Business Development Agreements (BDAs) with GTM-partners for upcoming 3 years to ensure commitment and dedication on PepsiCo PSP plan
• People management responsibility for Commercial Activation Manager; accountable for frequent engagement, developing PDRs, career planning and setting the agenda with clear priorities
• Drive and follow through the in-store BTL / shopper activation agenda delivering impactful quarterly campaigns for  in responsible market(s) as well as leveraging this to other Nordic markets and using PepsiCo best practices
• Follow Global Control Standard (GCS) compliance for the responsible markets and budgets through solid governance by up-to-date annual commercial- and business development agreements with our GTM partners, tight tracking of D&A budgets. Take proportional ownership and deliver on GCS agenda as Control Owner for the Distribution cycle Snacks & Grains
• Track monthly performance and prepare IS&OP reviews & AOP forecasts, reflecting distributor and market insights when appropriate. Maintain tight budget controls reconciled with distributors and agencies. Support Innovation projects through Accolade as required for the function
• Be gatekeeper of critical timelines for our distributors and trade ensuring readiness of all commercial activities / launches for trade windows, sales cycles and other key deadlines (ie. Innoboard/product reg)
• Engage as required by European category teams, Commercial Lead and the Nordic leadership team on commercial initiatives, brand strategy and other category building programs or projects.

Key skills and required experience

Experience:

• University degree
• +7 years FMCG experience preferably within a top 5 player with branded products
•  In-depth understanding of the Nordic retail environment and consumer trends
• Proven track record of leading-edge sales capabilities
• Experience development of commercial plans and strategic joint-business planning
• Experience with people management and talent development
• Excellent influential presentation and communication skills due to extensive internal and external interaction
• Excellent time and project management skills
• Solid knowledge on use of Nielsen and GfK household data

• Excellent in English, fluency in one Nordic language would be a preference
• Strong relationship builder with proven track record
• Ability to influence and familiarity working through others externally and internally with proven track record
• Strategically savvy with proven track record
• Analytically strong with ability to sort through multiple data sources
• Ability to decode and articulate challenge simply and effectively while focussing on solutions
• Ability to navigate and influence within matrix structure with proven track record