Job Description

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Responsibilities

Main Purpose

• Ecommerce Customer Management (75% time allocation): This role encompasses robust engagement plans with ecom platforms along the complete Funnel/ Path to Purchase based on insights, data analytics and experience. The objective is to accelerate profitable volume & revenue growth for Pepsico & Bottler by partnering with Ecom platforms through a strategic Joint Business Planning approach. This role will be responsible for ensuring that the Category agendas for Pepsico are deeply embedded and executed with E com customer plans. This position will also help to build learning and capabilities in the bottler team.
• 25% time allocation: Setting the Franchise agenda on Modern Trade channel with the Bottler on overall channel management and drive capability agendas for them. Key accounts management done by Bottler KAMs.

Key responsibilities:
IN ECOMMERCE - Responsible for Annual AOP Volume targets, A&M deployment, Offtake & Share growth and profitable Mix management

• Develop & deliver monthly/quarterly/annual Joint Business Plan (JBP) & Reviews with Large eCommerce platforms in collaboration with our Bottler to Increase Pepsico Revenue & Drive Transactions, drive ROI for A&M investments for profitable share growth.
• New business development - capture tie ups with new ecommerce players entering the market.
• Be a champion in driving Ecommerce customer intimacy & strategic relationships - to be at the forefront of understanding developments on the Ecommerce platforms, capabilities being added by them and their expansion plans, bringing the insights into business plans and category expansion.
• Move away from one size fit all to a platform level strategy for Qcommerce and Pureplay ecom players - Actively work with the Bottler team for pack price unlock. assortment planning, promo & A&M in line with category offtake trends and consumer needs on individual platform
• Must have competency - Analyzing relevant trends in category & Pep offtake sales to proactively identify gaps & opportunity across all platforms. Thorough in reviewing Category and Pepsico offtake data and building monthly plans with platforms to drive revenue sales in sync with beverage categories salience on each platform.
• Lead the planning , development and execution of Media plans, Brand communications via Funnel Marketing Approach with Path to Purchase and Promo spends and rigorously driving reviews for ROI analysis and finetuning
• Led the collaboration with Brands teams & Ecom agency to ensure the delivery and execution of content to drive Traffic, Conversion and Retention to increase month-on-month offtakes across portfolio
• Use shopper and category data and tools to identify growth opportunities and work closely with Customer Marketing function to develop and execute e-Shopper engagement programs

In MODERN TRADE: Driving Annual AOP planning with the bottler

• pack price architecture, category management & merchandising principles, TOT structuring, shopper promo guidance, supporting trade marketing calendar planning with Customer marketing, planning new launches, Sharing actionable Insights from category and PEP offtake analysis

"#Locations: Gurgaon, India"

Qualifications

Qualifications / Experience

• The candidate should have relevant experience in building and energizing brands at ecommerce platforms.
• An MBA from a premier institute with 6-8 years of experience in ecommerce sales from FMCG/ E-Commerce Industry and in key accounts management role
• High on persuasion, negotiation skills, multitasking, dealing with ambiguity, people management and stakeholder management
• Understanding of Key account management principles and strategic selling
• Should be both a category & a brand builder with a strong ability to drive and achieve sales targets
• Dexterity to use data and analytics while building on client conversations
• Concise yet inspiring communicator & an excellent Team /cross functional player