Senior Business Development Lead BCCA

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 tracking

o Lead and coordinate outlets/ channels prioritization

o Propose based on analysis key category drivers of growth and lead discussion with other functions and ways of their implementation

o 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 required

o 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 targets

o Lead commercial effective business solutions implementation incl PS digital tracking process like SFA/IR landing, B2B platforms, etc.

o Lead FL Sales force capabilities building

Capability 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