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eAFH/Food Service Lead

PepsiCo Inc.

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Job Details

Auto req ID: 134120BR
External Posting Title: eAFH/Food Service Lead
Job Description

The retail landscape is changing at a rapid pace. The boundaries between online and offline have never been more intertwined. The web now influences more than 50% of all retail sales yet just three years ago, this figure stood at just a fraction. The eCommerce eAFH (Away from Home) Lead will help to deliver profitable growth through building relationships with leading in country retailers/online merchants. The ultimate goal would be to become a fundamental part of their Omni-channel offering meaning the end consumers choose PepsiCo products more often.


  • Set up, lead and deliver growth in the Away from Home channel in eCommerce at an aggressive rate
  • Setting the agenda with a Best in Class approach day to day management of Account Managers through coaching and leading with purpose
  • Own the online/digital customer relationships with new and emerging channels to become a trusted advisor, creating strategic partnerships which have long term aspirations to be strategic alliances with customers
  • Perform operational due diligence on the retail partners across the end to end sales flow to identify issues /risks and mitigate accordingly through effective partnering and collaboration with internal /external partners and subject matter experts
  • Lead the evaluation of new eCommerce opportunities in ESSA defining key channels and markets, building credible specific Joint Business Plans
  • Constantly look for opportunities to drive incremental profitable growth and work closely with aligned internal resources to optimise PepsiCo products on platforms
  • Work closely with commercial teams on strategic/growth levers for the channels in which you operate
  • Maintain scorecards & consistent KPIs - Provide regular detailed insights of sales and media performance, summarising in scorecards to enable comparisons and insight tangible driven actions.
  • Lead and deliver Test & Learn initiatives against joint priorities to drive future growth in in the market
  • Own internal eAway from Home/Food Service relationships, working with the Director of eCommerce for Europe to roll-out global initiatives and sharing local findings
  • Develop a deep understanding of the merchant portfolio from internal and external data / insights
Job Dimensions
  • Lead eCommerce relationships with customers across ESSA
  • Categories: All categories - Snacks, Beverages, Nutrition, Dairy, Baby Food, Cereals
  • Markets: ESSA
  • Channels: eAway from Home/Food Service and concierge


Key Skills/Experience Required

  • Proven experience and a track record of exceptional Sales management and performance within a B2C or B2B environment (Must have eCommerce experience with a strong understanding of Digital Marketing)
  • Excellent communication skills - engage and influence multiple stakeholders to build strong working relationships internally and externally
  • Proactive approach - drive online sales and customer engagement whilst taking others with you
  • Analytical skills create robust analysis and meaningful insights to drive actions and highlight opportunities
  • Strong track record of over delivery against commercial targets
  • Inspire others ability to engage broad range of stakeholders both through compilation of compelling and persuasive presentations and ability to deliver.
  • Innovative and entrepreneurial focus

Main interactions
  • Given the role is an ESSA execution role it would entail daily interaction with their immediate team and a bi-daily/weekly interaction with broader offline account teams

Unique aspects of the position
  • Lead and implementation of the eCommerce strategy in the eAFH/Food Service channel
  • Must have experience in running an eCommerce business [CPG or retail an advantage] and driving the overall strategy; ideally covering on site trading, acquisition marketing, UX optimisation and understanding of technical development

Relocation Eligible: Not Applicable
Job Category: eCommerce
Job Type: Regular
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Performance with Purpose

Out performing ourselves is a rush. That's why we perform with purpose. Together, we blaze new trails, succeed, celebrate and then do something even bigger. We never settle for second best. At PepsiCo we're not just committed to performing well as individuals, but as a team, to strengthen the company as a whole.

Around the world, we're working hard to give people the tastes they crave and the nutrition they need. We dream globally and act locally, constantly innovating to sustain our planet, our people, our communities and our business practices. New markets mean new ways of doing business, and new ways of addressing health concerns, cultural differences and environmental challenges. Every day is an adventure, and an opportunity for personal and professional growth.

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