Go-To-Market Strategy Director at PepsiCo

Responsibilities

• Provide thought Leadership on overall Sales/Channel Strategies; in particular deliver GTM Strategies for key markets within AMENA working together with operating unit management
• Implement GTM frameworks and working tools PepsiCo uses to address GTM issues
• Conduct sales diagnostics to detect specific GTM issues, working with all business functions (Sales, HR, Finance etc.). Based on diagnostic findings, identify benefits and develop business case
• Design advantaged GTM for priority markets-communicate design to senior leadership and gain alignment and commitment to champion the new design and provide the resources necessary to support it
• Utilize Cost-to-Serve and Profit-to-Serve methodologies to ensure GTM designs are economically viable
• Design and run the PMO for agreed / high priority initiatives-coordinate with BIS and HR to ensure that all change management initiatives are planned for a smooth implementation
• Develop hypothesis basis for the advantage GTM model supported by Diagnostic findings and key I&GP Priorities
• Utilize Cost-to-Serve and Profit-to-Serve methodologies to ensure GTM designs are economically viable
• Communicate design to senior leadership and gain alignment and commitment to champion the new design and provide the resources necessary to support it
• Construct the Pilot and Proof of Concept approach including the setting of all operating and financial KPI’s to measure success of the transformation (Strike rate, LPSC, Call Completion Rate, Volume fill rate, Order fill rate, In-Time delivery, Distribution, Inactive customers etc.)
• Ensure progress against key metrics-identify /solve issues
• Insure Integrity of the model/Purity of Pilot results
• Refine design elements based on Pilot findings
• Support the role-out Model / Health Check implementation

Qualifications

• A university degree in Business-MBA/ MSc/ PHD
• Experience in business consulting at an international firm with relevant experience in the consumer goods industry
• Problem solving: structuring, issue identification, data gathering and analysis, synthesis and recommendation development
• Strong analytical capability & Business judgement-including understanding of Go To Market Strategies and dynamics in the consumer goods industry
• Senior stakeholder interaction skills, maturity and empathy, and ability to work effectively within a consulting mind-set
• Demonstrated leadership potential and drive
• Towering strength in sales operating models and critical experience in field sales
• Excellent interpersonal skills / ability to lead and motivate the Regional / UM teams
• Ability to work well with financial data
• Ability to influence & Impact
• Strong, well-structured communication skills, both written and oral (English)