Senior Business Development Lead BCCA

PepsiCo

  • Алматы
  • Постоянная работа
  • Полная занятость
  • 10 д. назад
Job Responsibilities
  • Lead the transformation of commercial model to accelerate growth for the BCCA. Responsible for building transformational capabilities plans for Top tier bottlers based on 5 and 3 year annual JBP capabilities plans with the aim to define roadmaps and contract PepsiCo on the support requires as well as ensure investment from bottlers side to drive the agenda.
  • Own Perfect Store, GTM, and DX capabilities assessment; ensure organization assessment is run every 2 years, capabilities build-up 3/5 years depending on bottler tier and AOP roadmaps are at place, establish forums to govern action plans implementation
  • Invent, wire and maintain methodology of Perfect Store and DX calculation for three horizons – long-term, AOP, fact vs plan. Build and put at place clear process of In-store Execution building blocks development to feed ACP/AOP for all categories & sub-channels
  • Own Wargaming- Competitors capabilities tracking and Roadmaps adjustments accordingly
  • TT/ OT- equip bottler to drive market share in a sustainable manner supported by elevated perfect store execution powered by digitization to execute & track optimized GTM and FL Sales force capabilities building:
o Define and Lead with the bottler Perfect store concept, including advanced Segmentation, Shopper value offer, Retailer value offer, Picture of success codified, set KPIs and Compliance trackingo Lead and coordinate outlets/ channels prioritizationo Propose based on analysis key category drivers of growth and lead discussion with other functions and ways of their implementationo Support category planning processes, range reviews incl NPDs and embedding Perfect Store principles with all our customers and channels.o Create Picture of success and execution standards to be tracked monthly per channel, clusters, etc. (MHL, Top SKU distribution, Coolers, listings, etc.)o Lead sales analysis process on regular basis, evaluation of key Sales/ PS KPIs leveraging scorecards and track implementation of recommendation for each channel by Sales team, course- correction if requiredo Build system how to cascade to Sales forces PS KPIs in the most effective way. Develops First Focus and Motivation programs specifications to achieve PS targetso Lead commercial effective business solutions implementation incl PS digital tracking process like SFA/IR landing, B2B platforms, etc.o Lead FL Sales force capabilities buildingCapability build:· Act as a center of DX/ GTM and Sales Ops/Frontline capabilities excellence for the BU organization· Drives Perfect Store, GTM and Sales ops/Frontline capabilities agenda within the organization, leads training programs & selling tools for Sales, Marketing, Revenue etc. teams on PepsiCo Picture of Success blueprints across categories / sub-channels· Serves as SPoC for Global Perfect Store, leverages region resources to drive capability in Central Asia, reports Central Asia Perfect Store and Operational Plan / Delivery to Global team· Take responsibility for planning and setting objectives for the team. Provide input for discussion on re-prioritization and implementation of necessary changes.· Take responsibility for creating new processes and systems to transition the team into new ways of working. Ensure that as the new working model is implemented that there is on-going review and feedback from internal clients and drive through any changes which are required.Experience:· Have minimum +7 years’ experience preferably from top tier consulting or within a top 5 FMCG player, ideally in sales, finance, planning, analytics preferably within beverages/Foods· University degree· Fluency in English· Experience and in-depth understanding of execution development and implementation· Ability to convert business plans into volume and revenue figures· Analytically strong with ability to sort through multiple data sources· Strong persuasion and influencing skills – cross-functional and at Senior leadership team level· Flawless oral and written presentation skills· Strong leadership and change management skills· Ability and the desire to redesign processes and systems to create more efficiencies within the team· Self starter with ability to make decisions and act autonomously· Understanding of digital technologies, IT literacy· Knowledgeable of the latest trend in shopper & consumer research· Cross functional capabilities: Commercial, Business Development, Finance, Insights, Marketing and Innovation etc.Skill set:· Transformational & Inspirational Leadership· Strong facilitation and questioning skills, including flexibility in approach to problem solving and ability to push beyond the obvious to spot ideas and find innovative and better solutions· Ability to build deep trusting, collaborative relationships and create strong interdependencies· High drive and results oriented spirit· Experimental set of mind, ‘pragmatic creativity’, desire to test & learn in-store interventions

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