Key Account Manager – E-Commerce

We’ are seeking a dynamic Po1 Sales Manager for E-Commerce who will own and manage the key customer relationships with pure play retailers including, but not limited, to Takealot, Loot, Zulzi , as well as omni channel platforms (e.g. Checkers 606/60) and alternative app based delivery services to grow our share of sales and deliver against the internal operating plans and customer expectations.

• You’ll be working with a globally recognised product portfolio (SA Food & Beverages and Essential Foods), experimenting with assortment, pricing and fulfillment, and making a real and visible impact – with the opportunity to collaborate cross-functionally .
• As part of the role, the successful candidate will lead the online sales strategy and retailer relationship across all e-commerce platforms.
• This role is focused on accelerating growth across Pepsico’s portfolio with current E-Commerce customers while seeking new opportunities in the market.
• It will only be expected of the candidate to explore viability of direct to consumer solutions as has been the trend in developed markets.
• Although the reporting line is local, the role will have a dotted line to AMESA sector E-commerce lead Bronwyn Patten based in Dubai.

Accountabilities

• Own the Customer Sales Relationship, specific areas of focus will include assortment strategy, promotional strategy, new product launches, customer management and delivering results
• Lead execution of annual operating plan, focused on accelerating growth across the portfolio to drive market share gains
• Formulated and managed key account strategy and plan
• Negotiated and managed trading terms and price
• Managed listings, promotions and new product launches
• Managed key account performance including volumes, rebates and budgets.
• Facilitate business reviews with key accounts
• Build and maintain strategic partnerships with customers and drive customer satisfaction through superior service and execution. Partner cross functionally to ensure PepsiCo is prepared to service the customer
• Activate local and national initiatives and promotions to build brand development and maximize brand performance
• Analyze customer information and business trends using IRI and Nielsen data and draw insights to identify and expand business opportunities
• Identity new opportunity to develop new business and onboard customers
• Grow share of online sales by harnessing PepsiCo’s evolving and disruptive digital capabilities.
• Explore opportunities for Direct to Consumer opportunities considering scope of the integrated Po1 product portfolio in SA

Qualifications/Requirements

Key skills / Requirements

• Qualification requirement: Commerce Graduate (3 year degree)
• Proven customer management experience (minimum of 2 years) – as evidenced by previous roles with responsibility for customer strategy and execution.
• Strong analytical skills – create robust analysis and meaningful insights to drive action
• Cross-functional “literacy” – as evidenced by the ability to work with support functions such as Supply Chain (eg. Manufacturing and demand planning), Marketing and Finance
• Ability to deal with ambiguity and be comfortable in a dynamic environment and business.
• Strong problem-solving capabilities – as evidenced by a track record of finding feasible solutions to complex problems, especially in an environment with incomplete information and tight timelines
• The instinct for execution—as evidenced by strong organizational skills, prompt follow-up, and focus on task completion
• Ability to understand multiple retailer go-to-market strategies – as evidenced by the ability to shift strategies and solutions as required
• Strong communication skills (including presentation) – as evidenced by the ability to educate and influence internal and external stakeholders
• Resilience – as evidenced by the courage to maintain a positive attitude when faced with obstacles and the willingness to develop alternative approaches to overcome them
• Bias for action – as evidenced by a track record of taking decisions in to drive the interests of the business while still maintaining highest levels of rigor and compliance
• Ability to build strong working relationships internally and externally

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