Digital Commerce Sales Manager

Overview

• Be the pulse on eComm business performance & contribution – Leveraging internal & external eComm data, and work with BUs & finance teams to consolidate performance knowledge & learnings
• Support BU teams in preparing high quality materials, documents and analyses that will contribute to business performance improvement
• Work with BU teams to set KPIs, establish data, build & share scorecards that drive the right action & have tangible impact on the business
• Develop customer specific performance reviews and scorecard tracking (MBR and QBR)
• Support AOP efforts, with deep-dives, analysis and presentations
• Support BU teams with analysis and deep dives to enable customer conversations and support JBP efforts
• Issue specific ad hoc deep dives based on key business questions/opportunities/challenges
• Carry out ad hoc strategic analysis consolidating multiple data sources to provide strategic insight
• Work with DX & broader insights teams to carry out shopper behaviour & channel insights – building scorecards & integrating the right insight into strategic analysis
• Working in the international matrix is key, requiring strong communication and soft skills, capability to adjust communications to recipients & different cultures.
• Role requires high proficiency in Excel, Powerpoint and other Microsoft Office apps as well as analytical skills to make sense out of numbers and preparing high level conclusions/recommendations
• Leverage existing PepsiCo & eComm specific analytical tools to integrate data sets that analyse performance & drivers
• Key indicator of success is coping with uncertainty, ambiguity and fragmented set of data and capability to move things forward on limited inputs

Responsibilities

 

 

• Work with wider teams to develop Business insights, identifying & understanding business trends, competition monitoring & opportunity identification  (big bets)
• Create in depth analysis on performance & opportunity – work with GCC, Sector & BU teams
• Develop overall and customer specific performance reviews and scorecard tracking (WBR, MBR and QBR)
• Build scorecard, KPI dashboards & agree tracker milestones
• Support BU teams with analysis and deep dives to enable customer conversations and support JBP efforts
• Carry out ad hoc strategic analysis consolidating multiple data sources to provide strategic insight
• Prepare channel specific analyses, charts, sets of data and presentations that provide clear & actionable insight
• Connect with BU, sector, finance & GCC counterparts to source information needed, often consolidating multiple data sets
• Actively work with DX & Insights teams to generate & consolidate eComm market intelligence (e.g. Circana, IRI) and shopper / channel insights
• Source & curate external insights & reports, helping to share & build intelligence across the eComm community
• Make sense out of numbers and given information to prepare overarching story and conclusions/recommendations
• Prepare compelling presentations – tell stories from macro to micro points of action
• Choose and influence stakeholders to get specific information and point of view
• Based on high-level goals, create actionable steps and define proper resources and milestones to achieve the result

 

 

Qualifications

Identify any differentiating expertise required for success in the role.

• 5+ years experience in Anlaytical/ Sales/management consulting OR mutli-national organization working in a sales, commercial or transformation function; Previous FMCG, eComm experience preferred

• Ability to use BI tools– Internal (e.g. Thoughtspot, Tableau, PowerBI, Cockpit, eComm IQ), and external (eg. IRI, Circana, Kantar, Nielsen etc.)
• Proficiency in MS Office package, especially Excel & Power Point is essential

• Well organized, self-sufficient and proactive: Best-in-class time management skills, ability to multitask, set priorities and plan, Great written and spoken communication in English

• Strong analytical skills
• Experience of Tableau (or other BI tools), and/or data visualization experience can be a plus

• Ability to work with virtual teams across multiple geographies & timezones
• Proactive approach - drive online sales and customer engagement whilst taking others with you
• Ability to strategically frame opportunity, codify & share learnings across  wide group of stakeholders
• Ability to handle multiple work streams simultaneously and to tight deadlines in a fast-paced and dynamic environment.
• Good collaborator and influencer: Experience working with a breadth of stakeholders and peers – levels, functions and across countries in Europe
• Ability to extract key messages from complex data and craft a clear narrative, presenting in person & virtually
• Good commercial and operational instinct to ensure recommendations are practical and executable
• Can-do, flexible attitude with resilience: Calmly able to respond to rapidly changing business priorities
• Proven experience using PowerPoint and ability to producing visually compelling presentations (i.e. beyond just operating the software) that are impactful with a senior audience