SodaStream: Director International Key Account & Sales Excellence Lead

Overview

This role is responsible for building and institutionalizing World-Class Customer Engagement (WCCE) across all B&M key accounts within SodaStream, driving a step-change in how the organization engages with retailers globally. It leads the development and execution of the WCCE vision and roadmap, embedding a structured, insight-driven approach to Key Account Management (KAM) across markets.

 

The role drives global KAM capability uplift by defining and deploying standardized frameworks, including Joint Business Planning (JBP), negotiation playbooks, and customer segmentation tools, supported by robust training, certification, and coaching programs. It establishes enterprise-wide standards for customer planning across financials, promotion architecture, assortment, and on-shelf execution, ensuring consistency and excellence in execution.

 

In parallel, the role owns strategic pan-European, shaping long-term commercial agendas with key customers. It curates and scales winning B&M practices, enabling markets to adopt proven playbooks and toolkits, while embedding critical enablers such as Digital Excellence (DX), Revenue Growth Management (RGM), and Go-to-Market (GTM) models into customer plans.

 

Ultimately, the role ensures that all retailer engagement is insight-led, commercially disciplined, and anchored in strong category storytelling and innovation, driving superior value for both customers and the business.

Responsibilities

• Own WCCE vision and roadmap and build training, certification, and coaching programs
• Define global KAM capability agenda, including JBPs, negotiation playbooks, and customer segmentation tools, and guide markets on adoption
• Own pan-EU retailer relationships and strategic agenda. Own the P&L at EU level.
• Set enterprise standards for JBP planning across financials, promo architecture, assortment, and on-shelf strategy (with DX)
• Curate and govern winning B&M practices and support markets in adopting playbooks and toolkits
• Embed DX (PoS, segmentation), RGM (promo guardrails), and GTM (RTM models) into customer plans
• Integrate category stories and innovation sell-in materials into retailer engagement

Qualifications

• 12–18 years in B&M KAM or Commercial Excellence
• Led major retail relationships or built customer-engagement
• Expertise in JBP development strategy, planning cycles & governance, promo design, trade terms, and global playbooks
• Experience building training and upskilling strategy and plan for commercial teams across regions
• Strong cross-functional collaboration (DX, Marketing, SC)
• Postgraduate degree in Business, Strategy, Gen. Management
• Advanced certifications in Selling or Commercial Excellence, Negotiation, or Commercial leadership preferred
• Exposure to omnichannel retail models (mass, discounter, specialist, convenience)

Compensation and Benefits:

• The expected starting compensation range for this position is 426,100 PLN annually (gross).
• 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.
• This role is eligible for an annual bonus of 25% and premium bonus of 10% of annual salary, based on performance and eligibility.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.