Local Key Account Manager

Overview

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated nearly $94 billion in net revenue in 2025, driven by a complementary beverage and convenient foods portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. PepsiCo’s product portfolio includes a wide range of enjoyable foods and drinks, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with pep+ (PepsiCo Positive). pep+ is our strategic end-to-end transformation that places sustainability at the center of our business strategy, seeking to drive growth and build a stronger, more resilient future for PepsiCo and the communities where we operate. For more information, visit www.pepsico.com, and follow on X (Twitter), Instagram, Facebook, and LinkedIn @PepsiCo.

Responsibilities

• Drive sales growth, market share, distribution, and profitability within assigned local key accounts and distributor territories.
• Lead annual joint business planning (JBP) processes with distributors and key customers, ensuring alignment with company objectives.
• Negotiate commercial agreements, promotional activities, assortment listings, pricing, and trade terms with customers.
• Monitor distributor performance against agreed KPIs and implement corrective action plans where necessary.
• Ensure excellence in execution of in-store visibility, merchandising standards, promotional activations, and new product launches.
• Analyze sales, market, and customer performance data to identify business opportunities and risks.
• Manage customer P&L performance, investment budgets, trade spending, and return on investment (ROI).
• Collaborate closely with other departments to ensure flawless execution.
• Develop distribution expansion plans and identify new business opportunities within assigned territories.
• Forecast sales volumes and support demand planning processes to ensure product availability.
• Conduct regular business reviews with distributors and key customers, providing performance analysis and growth recommendations.
• Ensure compliance with contractual agreements, company policies, and commercial governance standards.
• Act as the voice of the customer internally, providing market insights, competitive intelligence, and shopper trends.
• Support capability development of distributor sales teams through coaching, training, and joint market visits.
• Drive implementation of PepsiCo channel strategies, category growth initiatives, and revenue management programs.

Qualifications

• University degree, with a minimum 3-5 years Sales experience within FMCG/retail
• Sales knowledge suiting the product portfolio
• Negotiation skills, strong knowledge of company’s operation of people management/development in the field
• Profound knowledge of local retail business
• English communication skills 
• Transformational mindset, able to identify right strategies and secure organization alignments
• Teamwork, flexibility, co-ordination and management skills.
• Customer-orientation, good problem-solving abilities, good communicational skills, empathy, accuracy and precision.
• Advanced skills in assessing and taking reasonable risks, challenge ambiguity and ensures sustainable performance goals.
• Regular filed visits and occasional travels across Baltic

 

Compensation and Benefits:• The expected starting compensation range for this position is 31,400 EUR annually (gross).• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary.• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.