National Key Account Manager

Overview

The National Key Account Manager is responsible for driving sustainable growth across DIRK, PLUS, Nettorama, and DekaMarkt. This role develops and executes customer strategies and Joint Business Plans (JBPs) to deliver Volume, Net Sales Revenue (NSR), profitability, and market share objectives, while building long-term, strategic partnerships.

Working in close collaboration with senior customer stakeholders and cross-functional PepsiCo teams, the National Key Account Manager leads commercial negotiations and ensures best-in-class execution across assortment, pricing, promotions, innovation, and category growth initiatives—within the agreed D&A investment frameworks and budget.

Responsibilities

Key Responsibilities

1. Customer Strategy & Growth Roadmap

Build and execute a multi-year growth roadmap for DIRK, PLUS, Nettorama, and DekaMarkt, leveraging innovation, activation, Pep+ priorities, and category growth initiatives to deliver sustainable, profitable growth.

2. Joint Business Planning

Develop, deliver, and govern annual customer business plans aligned with PepsiCo strategic priorities, translating them into clear commercial and execution plans across pricing, promotions, assortment, innovation, and category development (Savoury, Nuts, and Grains).

3. Commercial Negotiations

Lead annual negotiations and secure customer agreements that deliver on Volume, NSR, profitability, and market share goals, while strengthening long-term customer relationships and ways of working.

4. Performance & Financial Management

Own delivery of agreed targets (sales, profit, share, and investment), ensuring strong forecasting, disciplined trade/investment management, and delivery within the agreed D&A budget.

5. Growth Initiatives & New Business Opportunities

Identify, shape, and implement incremental growth opportunities (including new business models and creative customer initiatives) to accelerate performance and unlock mutual value.

6. Category Leadership with Customers

Lead category management initiatives with customers to drive shopper-led growth through optimized assortments, shelf execution, promotional effectiveness, and category visions grounded in insights.

7. Cross-Functional Leadership

Partner closely with Shopper Marketing, Digital Commerce, Category Management, Supply Chain, Finance, and other internal stakeholders to deliver end-to-end execution of JBPs and ensure strong cross-functional collaboration.

8. Insights & External Perspective

Provide actionable customer, shopper, and market insights to influence strategy and execution, support flawless innovation launches, and enhance customer competitiveness.

9. Stakeholder Management & Influence

Act as the primary point of contact for internal and external stakeholders, effectively influencing decision-makers and ensuring the customer voice and market reality are represented within PepsiCo.

Qualifications

• University degree (Bachelor’s or Master’s level)

• Minimum 6 years’ commercial/sales experience within FMCG

• Strong commercial fundamentals, including planning, prioritization, communication, and stakeholder management

• Proven track record in negotiation and delivering profitable growth

• Strong understanding of category management principles and shopper/customer dynamics

• Ability to work independently with a clear results orientation, high initiative, and strong analytical capability

• Strong networking skills and ability to operate effectively in complex, multi-layered matrix organizations

• Fluent in Dutch and English (spoken and written)

PepsiCo “Great 5” Capability Focus

• Execution – Clarity & Results

• Thinking – External Perspective