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Beverage Sales Manager - Independent Horeca Channel

Overview

At PepsiCo, we're looking for a highly driven and strategic Beverage Sales Manager to lead the development of our Independent Horeca channel in Spain.

This role combines strategic planning, commercial performance management, stakeholder engagement, and cross-functional leadership. You will play a key role in delivering sustainable growth by working closely with our strategic external partner, distributors, customers, and internal teams to maximize sales performance, execution excellence, and profitability.

The successful candidate will be responsible for driving the commercial agenda, identifying growth opportunities, managing business performance, and leading key projects that support the long-term development of the channel.

Key Responsibilities

Business Strategy & Growth

• Co-lead the development and execution of the Annual Business Plan for the Independent Horeca channel.
• Define commercial priorities and strategic initiatives to accelerate profitable growth.
• Identify business opportunities, market trends, risks, and improvement areas to support decision-making.
• Monitor business performance and ensure achievement of volume, revenue, market share, and profitability targets.
• Develop recommendations and action plans based on business insights and performance analysis.

Commercial Performance Management

• Lead the preparation and analysis of business reports, scorecards, dashboards, and performance reviews.
• Track key business indicators and provide regular updates to senior leadership.
• Support forecasting, business planning, and performance management processes.
• Identify risks and opportunities and recommend corrective actions when needed.

Partner & Customer Management

• Build strong relationships with our strategic external partner and key stakeholders across the value chain.
• Collaborate closely with distributors and customers to ensure effective execution of commercial initiatives.
• Develop a deep understanding of route-to-market dynamics and customer needs within the Independent Horeca channel.
• Act as a key point of contact between internal teams and external stakeholders.

Cross-Functional Leadership

• Lead and coordinate cross-functional projects involving Sales, Trade Marketing, Supply Chain, Revenue Management, Finance, and other business functions.
• Partner with the Trade Marketing team to ensure best-in-class execution across the channel.
• Drive alignment across functions to accelerate business results and improve operational efficiency.
• Coordinate business reviews and commercial governance processes with senior stakeholders.

Commercial Budget & Asset Management

• Manage and monitor the commercial budget, ensuring efficient allocation of resources and return on investment.
• Oversee the deployment and optimization of cold equipment and visibility assets across the channel.
• Ensure proper planning, tracking, and execution of commercial investments.

Field Engagement & Team Collaboration

• Maintain close contact with regional teams, distributors, and customers to understand market realities and identify growth opportunities.
• Regularly engage with business development teams to support customer acquisition and execution excellence.
• Promote a culture of collaboration, accountability, and continuous improvement.
• Encourage regular in-person engagement with stakeholders across headquarters, regional offices, distributors, and customer locations.

• Degree in Business Administration / Economics or similar. 
• Fluent in written and spoken Spanish & English
• Highly motivated, fast-learning abillity and can-do attitude. Resilience and flexibility are paramount.
• Sales career oriented is crutial. 4-5Y experience in FMCG Sales, Trade Marketing or Marketing is essential. Experience/knowledge in Independent Horeca or working in/with Distributors will be a plus.
• Business oriented with strong analytical skills and great ability to summarize into relevant and actionable insights.
• Ablility to focus and get things done fast. Strong drive to deal with challenging agendas. Ability to navigate through complex and tricky organization ecosystem 
• Channel-consumer panel user (Nielsen, Canadean, Kantar) and master of xls pivot tables and internal sales tools (SBI) 
• Communication and presentation skills to influence internal & third parties