Overview
To lead the development and growth of AFH capability for SSA Franchise.
This role has two key strategic responsibilities:
1. Responsible for leading QSR tenders e.g. KFC; Marriott for SA and into WECA. (Primary responsibility)
2. Key connect between key Global / African customers and new SSA Foods / Snacks / Beverages business.
3. Define the scope and AFH opportunities within SSA Franchise.
4. Identify potential expansion opportunities in white space customers and build capability within the bottling account teams & legacy pioneer teams to drive current and future sustainable growth.
Responsibilities
Strategy:
* Identify white space ‘customers’ within the SSA territory and prioritise based on potential; future growth and where PEP does not have a category present while competitors are.
* Establish strategies to leverage from new business opportunities and develop business plans to maximise revenue and profitability. Special focus on QSR Chains (Int’l and Local).
* Take the lead from a customer strategic perspective to implement and support bottlers with current and future major customer groups.
* Lead Food Service & On The Go channel execution strategy across SSA with category and bottling leadership teams.
* Support and contribute to channel strategy agenda including performing key roles on major strategy projects and supporting the development of the annual operating plan.
* Build a collaborative strategic relationship with all bottlers senior teams across SSA.
* Share and implement best practices with the Bottling Teams.
Bottler Capability:
* Identify customer management capability gaps and with the senior leadership in bottlers identify programs and training that will address identified gaps.
* Network with other Franchise Markets to lift and shift best practices in DICE for key customers management.
Overall:
* Develop relationships with Account heads/Customers and lead activations and consumer/trade promotions in these accounts.
* Manage relationships with customers and ensure execution of contractual terms agreed with the customers.
* Build matrix cross-channel and functional relationships across brands, retail teams, supply chain, marketing, innovation, insights, finance, franchises and distributor field sales, franchised bottling community and business development.
* Develop & activate local marketplace initiatives and promotions to build brand development and maximize brand performance across allocated channels.
* Influence working stakeholders for buy-in and business ownership.
* Communicate with relevant functions to advocate running promotions and ensure intended progress is met.
* Work with other internal teams, such as Marketing, Franchise, Operations and Capability teams to leverage solutions and support.
* Responsible for co-developing consumer promotion and consumer engagement plans for QSRs while enhancing sales/brand image of PepsiCo brands.
Qualifications
* Good Networking / PR
* Strong Collaboration skills
* Strong Negotiation skills
* P&L management @ customer level and bottler system economics
* 10 years solid commercial experience (at least 4-5 years AFH experience)
* Relevant Business Degree
* Proven record of performance in Customer Management
* Shopper and Marketing experience will be an advantage
* African experience and or AFH customer experience (especially for handling QSRs)
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