Commercial Director Northern Europe Franchise Leader

3 weeks ago

Copenhagen, Copenhagen, Denmark PepsiCo Full time
Overview

As the Commercial Director Northern Europe Franchise, you will be responsible for leading PepsiCo's commercial agenda across selected Northern Europe Franchise markets with full Profit and Loss responsibility. This role is pivotal in growing volume, market share, and system net revenue/profit for all PepsiCo's Beverage trademarks by managing the relationship between PepsiCo and Royal Unibrew, a key strategic partner. Success will be delivered through strong bottler relationships, commercial acumen, and talent development, while leveraging the strength of the PepsiCo network across various teams and regions.

Responsibilities

Sales strategy & alignment:

  • Develop and align the sales strategy with Royal Unibrew, a prestigious Global Anchor Bottler recognized for its excellence.
  • Oversee Royal Unibrew's bottling operations across six markets: Denmark (including the German border), Finland, Netherlands, Estonia, Latvia, and Lithuania, with upcoming expansion into Belgium & Luxembourg.

Team Leadership:

  • Manage a team consisting of 2 Commercial Managers, 2 Commercial Activation Managers, and 1 Student Intern.
  • Provide guidance and development opportunities to ensure the team's success in executing commercial strategies.

Bottler Relations:

  • Serve as the primary point of contact for Sales and Marketing Directors/VPs at Royal Unibrew, focusing on sales execution and channel expansion.

Commercial Initiatives:

  • Lead Below The Line initiatives in collaboration with bottlers, concentrating on Sales, Shopper/Trade Marketing, Net Revenue Management, and Field Sales.

Channel Expansion:

  • Accelerate single-serve product mix growth by enhancing presence in Away From Home channels, Organized Trade, and cold availability in Convenience, Petrol & Gas stations.

Revenue Management:

  • Drive system margin improvements through continuous Net Revenue Management and optimized product mix management.

Planning & Forecasting:

  • Oversee the Annual Commercial Planning process with bottlers and develop 3-Year Joint Plans to ensure long-term growth.

Best Practices & Global Engagement:

  • Collaborate with International Beverage and Sector matrix teams to implement channel best practices.
  • Represent PepsiCo in Global Sales Forums and lead interactions with Global and European commercial teams.

Key Account Management:

  • Manage key Global Food Service Accounts (Subway, Pizza Hut, KFC) in partnership with bottlers to drive growth in these critical channels.
Qualifications
  • Proven experience in Profit & Loss management, customer negotiation, and navigating complex environments.
  • Strong expertise in sales fundamentals, with strong analytical skills and financial acumen.
  • Deep understanding of consumer/shopper insights and tools for developing effective pack, price, and promotion strategies.
  • Excellent communication and presentation skills, with the ability to translate complex data into actionable insights.
  • Exceptional relationship-building and influencing skills, with a proven ability to gain alignment across diverse teams.
  • Experience in leading large-scale transformation projects and driving product innovation.
  • Ability to work effectively in a matrix structure across time zones, building strong relationships virtually.
  • Demonstrated ability to lead, coach, and develop direct reports, cross-functional peers, and third-party partners.

This role offers a unique opportunity to drive PepsiCo's growth across Northern Europe, working with a strategic partner and leading a high-performing team. A career at PepsiCo means working in a culture where everyone's welcome. Here, you can dare to be yourself. No matter who you are or where you're from, you can influence the people around you and the world at large. By showing up, you'll have the opportunity to learn, develop and grow your skills for the future. Our supportive teams can fuel your professional goals to make a global impact on people and the planet.

At PepsiCo, we're committed to making a positive impact on the world. We believe that business can be a force for good, and we're dedicated to creating a more sustainable future for all. Join us in our mission to make a difference and be part of a team that's shaping the future of the food and beverage industry.

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