Sr. Key Account Manager - Starbucks & Tea

Overview

As the Starbucks and Team Sr KAM, you will provide leadership and salesmanship to drive toward the Company’s annual business objectives.  You will own the day-to-day relationships and strategy execution with our Starbucks and Tea beverage buyer. You will manage the Pepsico bottler network relationships to expand brand presence by expanding shelf space and optimizing SKU assortment. You will collaborate with multiple departments to maximize ROI of promotional activity & retail marketing programs, execute strategic plans bringing the visions to life instore. You will translate plans into clear, actionable direction for the Field Sales team, driving disciplined execution of sales, distribution, and promotional initiatives to deliver profitable growth.

Responsibilities

• Drive, Not Ride – Selling is at the core, with a strong ability to grow accounts. 
• Provides total account management; sell-in corporate programs and brand promotions.
• Utilize relationships, category and brand data to secure meetings with buyers and/or retailer decision makers
• Collaborate with the entire Pepsico Starbucks and Tea teams to evaluate strategies and action plans against allocated budget.
• Inform Pepsico field sales/DSD team on important retail updates for price promotions, off-shelf activities, and new sku authorizations. Maintain Chain Alerts.
• Manage trade spend budget and stay within annual guardrails as a percentage of gross and net sales.
• Participate in Starbucks led collaboration meetings, or experiential events to form deep customer relations to make top of mind within the Buyer community.
• Work with Sales Operations and Sales Analytics team to track voids/distribution gaps, category growth, market conditions, competitive activities, advertising, and promotional trends.
• Collaborate with Poppi shopper marketing, brand management, key accounts, and customer teams to create customized promo for Target
• Provide sales updates as needed to Pepsico leadership. Quarterly Business Reviews
• Work with Pepsico Cat Man team to direct space management priorities.
• Contribute to the development and management of annual account plan, monthly forecasts, and trade spend budgets.
• Ability to understand and leverage syndicated data to judge performance, implement improvement plans, and support new opportunities. 
• Responsible for maintaining up-to-date knowledge of the market and industry trends, competitors, and leading consumer strategy for the Region.
• Foster a collaborative culture of trust, accountability, and performance, supporting teammates in the Region to reach their potential.
• Ensure detailed budgets for trade spend, free goods, incentives are accurately accounted for during annual planning and ensure accurately managed and tracked.
• Acts as a mentor/coach with a “what’s right and best” mindset.  Sets the example for the organization on professionalism.
• Complete other responsibilities as assigned.

Compensation and Benefits:

• The expected compensation range for this position is between $123,500 - $206,750.
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
• Bonus based on performance and eligibility target payout is 15% of annual salary paid out annually.
• Paid time off subject to eligibility, including paid parental leave, vacation, sick, and bereavement.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility: Medical, Dental, Vision, Disability, Health, and Dependent Care Reimbursement Accounts, Employee Assistance Program (EAP), Insurance (Accident, Group Legal, Life), Defined Contribution Retirement Plan.

Qualifications

• Bachelor’s degree in business administration, or related field preferred; equivalent experience accepted
• Minimum of three to five (3-5) years of Customer Management industry-related experience
• Strong computer skills in AI/Copilot, Microsoft Word, PowerPoint, Excel, Teams
• Full knowledge of retail initiatives (particularly category management and information-based selling)
• Field and retail sales experience in the beverage industry or other consumer product industries
• Valid state driver’s license and a reliable vehicle that meets all state transportation guidelines (required)
• Strong forecasting, budgeting & analytical ability
• Excellent negotiation and leadership skills
• Work collaboratively across the organization
• Excellent oral, written and interpersonal communication skills

>

Our Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Fair Credit Reporting Act, and all other applicable laws, including but not limited to, San Francisco Police Code Sections 4901-4919, commonly referred to as the San Francisco Fair Chance Ordinance; and Chapter XVII, Article 9 of the Los Angeles Municipal Code, commonly referred to as the Fair Chance Initiative for Hiring Ordinance.

 

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.

 

PepsiCo is an Equal Opportunity Employer: /Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity

 

If you'd like more information about your EEO rights as an applicant under the law, please download the available EEO is the Law & EEO is the Law Supplement documents. View PepsiCo EEO Policy.

 

Please view our Pay Transparency Statement