Commercial Lead

3 days ago

Makati City, National Capital Region, Philippines PepsiCo Deutschland GmbH Full time
Overview

As the Franchise Lead for Philippines Beverages, this role leads PepsiCo's commercial beverage agenda with responsibility for growing sales, share & profit of PepsiCo's Beverage business in the Philippines. Success is delivered through commercial expertise, strategic acumen, strong execution & bottler capability development by utilizing the strength of the PepsiCo system within Asia Beverages and International. This role reports to the General Manager - Philippines, Malaysia, Singapore Beverages and is part of the Market Unit Leadership Team.

Responsibilities

Beverage Strategy & Execution

  • Lead the development of the franchise beverages sales strategic agenda in the Philippines via the Annual Operating Plan/Joint Business Plan process.
  • Ensure alignment with the bottler throughout the planning processes by articulating our operating strategies, material commitments and KPIs and effectively addressing where to play (brands and channels) and how to win.
  • Work with internal market unit teams to ensure end to end delivery of plan e.g. with marketing to ensure fully supported sales plans, supply chain to ensure PEP+ implementation and finance to manage and deliver AOP.
  • Work with commercial franchise capability teams to drive strategic priorities and develop and deliver best practices e.g. within Away From Home, Perfect Store and Net Revenue Management.
  • Support commercial contracts securing PepsiCo operating strategies and growth ambition through cross-functional collaboration.

Commercial Expertise

  • Work with Bottler and Franchise Capability teams to identify commercial capability gaps and agree on action plans. Partner to define priority opportunities, access resources, and share learnings and best practices on initiatives implementation.
  • Leverage knowhow of the Philippine FMCG category & channel landscape.
  • Act as a consultant by engaging necessary stakeholders to ensure capability solutions are executed.
  • Support in the development of the Franchise commercial community through sharing of best practice, learnings and experiences with other Franchise commercial managers and through mentoring of franchise talent.

Flawless Execution

  • Drive monthly and quarterly performance management through review sessions and ongoing scorecard tracking and corrective measures discussions including providing clear and concise input on market performance for regional reviews with MUGM and Region CEO.
  • Lead & Leverage Monthly and Quarterly commercial stakeholder and business review meetings with Bottler to track progress & drive / sustain alignment versus the agreed annual plan, developing appropriate governance tools.
  • Lead ongoing competitor tracking and ensure movements are communicated to relevant stakeholders.

Win-Win Solutioning

  • Leverage strong networks across the channel landscape and Bottler Sales & Commercial Leadership team (clear wiring and execution).
  • Strengthen the bottler relationship through expert influence, negotiation and perspectives that result in mutual wins and maximum aligned impact.
  • Ensure compliance with all agreements covering the Franchise relationships.
  • Actively seek opportunities to create value by supporting the broader commercial functions.
  • Build bottler relationship by actively seeking opportunities for recognition e.g. Bottler of the Year and Ring Of Honor.
Qualifications
  • Education background: You must at least have a bachelor's degree in management, business administration, commerce, or any relevant field.
  • Strategic and commercial expertise: >10 years' leading edge FMCG strategic and commercial experience with proven track record across channels/customers, P&L delivery, influencing skills & experience in delivering in dynamic stakeholder environments. Previous experience in a beverage franchise business model is a plus but not required.
  • Communication and Relationship Building: Exceptional communication and presentation skills, capable of distilling complex data and project plans into clear, actionable recommendations for senior management and stakeholders. Excellent relationship-building, listening, and influencing skills, with a proactive approach to seeking and understanding diverse inputs to gain broad alignment.
  • Analytical and cross-functional mindset: Proven cross-functional experience and skills particularly demonstrating financial and marketing literacy, revenue management experience and understanding, and ability in developing strategic storylines and driving insights to action.
  • Leadership and Team development: Proven ability to lead, coach, and develop teams, cross-functional peers, and external stakeholders.
  • Personal competencies: Sensitivity and awareness of social and cultural differences (high emotional intelligence), self-driven with personal strength and confidence to challenge stakeholders internally and externally, and capability to deal with ambiguity.
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