AFH New Business Strategy Manager

The PepsiCo Poland Away From Home team is looking for a strategic, creative, and results-oriented Individual to become AFH New Business Strategy Manager.

The Manager is responsible for new customer acquisition plans in both AFH ORG and Indies. This person will cover all relevant sub-channels within Away From Home such as QSR, Recreation or Travel. This role requires strong collaboration with commercial, finance, insights, digital, equipment, and marketing leadership, etc. – to showcase the best of PepsiCo to prospective customers.

It will also require partnering and aligning with the local board to ensure resources for successful acquisitions.

In managing this essential function, the Manager will leverage the strategic consumer and insights-driven Marketing agenda that will convince prospects to switch from current Beverage and/or Foods providers to PepsiCo.

The Manager will evaluate business opportunities and exhibit deep Consumer understanding and knowledge of the entire PepsiCo portfolio to do so while leveraging PepsiCo's core brands, such as Pepsi, Lipton, Lays and Doritos, to secure new business partnerships.

In this role, the Manager will develop skills in building strong team dynamics in addition to dealing with ambiguity to influence the various levels of the organization while driving prospect acquisitions.

This role reports to Away From Home Sr Manager Poland while co-reports to a New Business Director AFH EU for pan -European acquisitions and collaborates with CE AFH Strategy Head and AFH EU Indies Director. In this role, the Manager will have 1 direct report: Key Account Manager.

• Delivers annual new customer acquisitions plan for AFH ORG AND INDIES. 

• Identifies, penetrates & builds relationships at future prospects

• Actively manages multi-year new customer pipeline

• Creates monthly report-out of prospecting progress and results versus plan

• Identifies and Sells PO1 opportunities across AFH Organized Customers

• Shares competitive intel back to AFH team 

• Mobilizes key stakeholders within the organization to Win New Business

• Requires strong negotiation expertise to win more and profitably

• Runs RFPs for new customers within QSR & Rec&Retail with support of AFH ORG KAMs 

• Builds capabilities needed to win customers within AFH ORG team and INDIES. 

• Attendance at industry events to elevate PEP presence & build new business pipeline.

• Delivers annual plan of new revenue streams for AFH Poland based on EU roadmap 

• Leads new revenue stream projects till deployment stage 

Education and Certifications:

• Bachelor's Degree 

• English fluency in both writing and oral communication 

• 10-15 years of sales experience, preferably with a consumer packaged goods organization or Foodservice & beverages industries

• Experience in acquiring new clients and knowledge of tender procedures required

Skills & Capabilities:

• Strong leadership & strategic skills with ability to set the agenda

• Proven relationship building and communication skills with executive presence to interact with Sr. leadership (internally and externally)

• Superior presentation development skills (Development and delivery to senior levels)

• Acumen in diverse supply chain and distribution options and methods, including warehouse, Direct Store Delivery (DSD) and distributors

• Extensive knowledge of the company landscape and how to manage an effective network

• Superior time management skills, ability to handle multiple projects, set priorities and plan

• Strong use of influencing and negotiation skills to gain alignment, agreement and commitments

• Ability to work effectively within cross functional teams, proactively influence strategic decision making

• Strong communication, collaboration, influence and impact skills at all levels within an organization

• Self-Starter, ability to work independently in the absence of direct supervision

• Exceptional results orientation – with a high degree of personal initiative and leadership

• Must be willing and able to travel at least 25% of the time