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Senior GTM Manager, Beijing

PepsiCo Inc.

Chaoyang Qu, Beijing Shi 100005
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Job Details

Auto req ID: 143404BR
Job Description

This is a PepsiCo career opportunity. This position is in PepsiCo China GNMU. Please log onto to find more career possibilities in PepsiCo China.

General Purpose:
Lead the development and implementation of optimized and effective GTM model and selling systems to drive business in responsible MU.

Main Responsibility Areas / Key Tasks

1.Lead and implement GTM projects in respective MU, in the aspects of GTM Footprint, RCD management (incl. RCD assessment & satisfaction survey) per AOP target.
-Responsible for the implementation of GTM footprint, plan & guide by RU/AU city evolution road map, expand white cities per AOP target
-Work closely with BU GTM team to fully understand RCD assessment framework and guide the implementation in MU to build up qualified RCD and upgrade SPOKE to RCD by cooperation with UM
-Work closely with BU GTM team to fully understand RCD satisfaction survey framework and guide the implementation in MU to build up qualified RCD by cooperation with UM
-Drive the implementation of DIS project, and design how to use big data to manage indirect biz, and improve the operation of front sales execution

2. Actively drive, support and provide input to MU on annual GTM planning, implementation and score carding. Keep tracking on execution and provide quality evaluation and reports.
-Guide and support MU Indirect Channel on setting AOP/strategy, prioritizing projects.
-Guide and support MU Indirect Channel on quarterly/monthly business review & investment plans.
-Regularly review RCD business in MU, track execution and work out improvement plan.
-Participate in LKA annual contract negotiation and guide in daily operations.
-Lead Dragon team to build model city and model store in identified priority market

3. Discover business opportunities through big data analysis (category, price, package, consumer preference, industry insights) and provide advice solutions.

4. Build capability of GTM team and frontline sales through DU implementation, actively coaching and delivering training, set up best practice platform for MU indirect channel.


Key Capabilities / Competencies

-Literacy in both spoken & written Chinese a must
-Bachelor Degrees & above, over 10-year working experience in FMCG sales area, have GTM planning experience will be a plus
-Strong understanding of China FMCG GTM structures
-Has strong distributor management experience.
-Strong knowledge of China Foods operational details
-Strong strategic thinking and analytical skills.
-Strong & persuasive communication skills, influencing & collaboration skills
-Willing to travel extensively to have firsthand understanding of issues across China
-Strong ability to identify problems / recommend solutions
-Executive maturity, High integrity & values driven

Relocation Eligible: Not Applicable
Job Type: Regular
","city":"Beijing","state":"Beijing Municipality","country":"China","country_code":"CN",
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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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