Wholesale Away From Home Lead Germany (m/w/d)

Job Description

Overview

About the role:

We are looking for a dynamic and strategic leader to build and expand our network of wholesale partners across Germany. In this role, you will be responsible for strengthening relationships with wholesale distributors, driving sales growth, and ensuring the availability of our beverages and snack products across all out-of-home channels. You will also lead and develop a high-performing team to establish our company as the preferred partner in the industry.

Responsibilities

Leadership & team development

  • Manage and mentor a team of seven key account managers, ensuring their professional growth and success.
  • Build team capabilities and support negotiations with wholesalers to drive commercial success.
  • Develop and nurture top talent, positioning the team as the #1 beverage and snack partner for wholesalers in Germany.

Business growth & expansion

  • Establish a national wholesale partner network by acquiring new partners and strengthening existing relationships.
  • Create and implement a clear pay-for-performance (P4P) pricing and trading conditions (PTC) model to drive profitable growth.
  • Lead the development of joint business plans with wholesale partners to maximize revenue potential.
  • Drive market penetration and volume growth, with the ambitious goal of tripling sales in line with our mid-term Product and Sales Planning (PSP) strategy.
  • Align with Field Sales teams to execute distribution targets using a push-and-pull approach.

Wholesale partner network expansion

  • Identify, acquire, and develop strong relationships with national wholesalers to expand market reach.
  • Strengthen existing partnerships to ensure consistent product availability and visibility in the German market.
  • Establish clear pricing and trading conditions for wholesalers to create mutually beneficial growth strategies.

Strategic partnerships & market expansion

  • Ensure >90% forecast accuracy by fostering strong collaboration with wholesale partners.
  • Expand brand awareness and market coverage to unlock new opportunities.
  • Secure new customers via wholesale partners by setting clear sales targets and defining key priority regions.
  • Strengthen engagement with industry associations, commercial groups, and key stakeholders to maximize business influence.

Sales growth & market penetration

  • Drive volume growth with an ambitious goal to triple sales in line with our mid-term strategic plan.
  • Align with Field Sales teams to ensure effective product distribution and execution strategies.
  • Develop a data-driven sales forecast model with an accuracy rate of over 90%.
  • Increase brand awareness and market coverage by building strong wholesale partnerships.

Operational excellence & commercial strategy

  • Manage Route-to-Market (RTM) strategies to ensure our products are accessible through competitive wholesale partners.
  • Set up and oversee PTC agreements, establishing a well-structured pricing model for wholesalers.
  • Ensure full product distribution across Germany, empowering the sales force to win new retail outlets.
  • Collaborate with sector teams to optimize business operations and enhance organizational performance.

Strategic collaboration & business excellence

  • Work closely with internal teams, including Sales, Marketing, and Supply Chain, to align business objectives.
  • Stay ahead of industry trends and competitor strategies to refine our market approach.
  • Enhance our wholesale strategy by leveraging insights from other successful distribution models.
  • Influence stakeholders at all levels, both internally and externally, to drive business impact.
Qualifications
  • Inspirational leader: You have the ability to motivate, mentor, and develop a high-performing team.
  • Strategic thinker: You excel at creating and implementing long-term business strategies that drive growth.
  • Innovator & problem solver: You think outside the box and embrace a challenger mindset.Strong communicator & negotiator: You can influence key stakeholders and build strong business relationships.
  • Collaborative network builder: You thrive in creating partnerships that lead to mutual success.

How we do business matters

Global sustainability

To care for the future of the planet, PepsiCo sources crops and ingredients thoughtfully.

Diversity, Equity & Inclusion

PepsiCo can only succeed when our associates and the society we serve flourish.

Our nutrition story

We’re constantly innovating, looking for ways to add whole grains, reduce sugar and make other recipe changes without sacrificing taste.

Healthy living

PepsiCo’s employee well-being programs help associates be well, find balance and get involved.

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