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Associate Director - Imports, PepsiCo
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Overview:
Market-Led Product Identification:
Import Buying Strategy:
End-to-End Business Development & GTM Strategy
Supplier Sourcing & Relationship Management:
Cross-Functional Coordination:
Import Operations & Compliance:
Performance Tracking & Reporting:
Attitudinal/ Behavioral/ Others
The main objective of this role is to lead Business development of imported PepsiCo products for our Foods and Beverages portfolio. This role has inherent complexity because its new, requires exploring market demand as well as identifying portfolio available to import. It involves huge cross functional working knowledge across Legal, Controls, Global procurement, Imports as well as Market insights, demand planning and Supply Chain to get the product to reach the shopper. Stakeholder management with both internal and external parties will be key along with massive heavy lifting on different fronts for ensuring disruptive growths in India.
Responsibilities:
Overall
- Build & scale new business streams by owning the end-to-end business development of imported PepsiCo products for the India market, across both Foods and Beverages categories.
- Set the agenda for importers/partners as well as PepsiCo in line with the estimated demand on foods and beverage products
- Deliver Annual Operating Plan, volume and Net revenue objectives
- Maintain importer relationship to drive business alignment across PepsiCo and the importer teams
- Build capability for sustained growth of the importers/partners
- Anchor the cross-functional efforts to launch new products/brands/price points in the markets
- Collaborate with importers/partners to implement sales automation
- PepsiCo India’s best practices implementation across the spectrum in the assigned geographies
Market-Led Product Identification:
- Continuously analyze domestic market trends, consumer demand, and competitor offerings to identify finished goods with high sales potential.
- Collaborate with category, e-commerce, and sales teams to shortlist SKUs that can drive revenue in key channels.
- Benchmark global markets to source unique, fast-moving, or trending products.
Import Buying Strategy:
- Develop and implement a dynamic import buying strategy aligned with revenue goals and channel-specific growth targets (e.g. Blinkit, Swiggy, Amazon etc).
- Forecast demand in collaboration with channel sales teams and ensure proactive buying to avoid stockouts or overstocking.
End-to-End Business Development & GTM Strategy
- Define the GTM blueprint for imported products in India i.e. eCommerce led launches with targeted digital campaigns, and phased expansion to Modern Trade.
- Coordinate with Global Procurement and Supply Chain teams to establish import routes, warehousing, and serviceability
Supplier Sourcing & Relationship Management:
- Identify and build strong relationships with international suppliers and manufacturers for relevant finished goods.
- Negotiate pricing, payment terms, and delivery schedules to optimize landed cost and maximize margin.
Cross-Functional Coordination:
- Liaise with internal teams across sales, category, logistics, and finance to align import timelines with go-to-market plans.
- Ensure smooth onboarding and listing of imported products on digital platforms, ensuring compliance with e-commerce SLAs and specs.
Import Operations & Compliance:
- Oversee all operational aspects of import including documentation, customs clearance, compliance (DGFT, BIS, FSSAI, etc.), and local logistics.
- Ensure products meet local regulations and certifications for market entry.
Performance Tracking & Reporting:
- Driving P&L & Commercial Viability: Lead feasibility, cost structures, pricing, and unit economics for imported SKUs, ensuring profitable scale-up of imported products
- Monitor sales performance of imported SKUs and adjust sourcing plans accordingly.
- Provide regular dashboards and insights on import performance, cost structures, and ROI.
Experience and Qualification
- Sales and Marketing experience with FMCG companies with a minimum experience of 8-10+ years
- MBA from Premier institute would be preferred
- Experience working with e-commerce or modern retail channels is highly desirable.
- Experience with working in Import based models in India is a highly desirable.
- Strong understanding of global trade, customs regulations, and international sourcing.
- Excellent analytical, negotiation, and communication skills.
- Ability to balance speed-to-market with compliance and cost efficiency.
- Proficient in tools such as Excel, ERP (SAP, Oracle), and e-commerce dashboards.
Attitudinal/ Behavioral/ Others
- Self-motivated, disciplined, passionate for the brand
- Strategic thinking
- Collaboration and influencing
- Business ownership
- Strong analytical and conceptual skills
- Influencing skills and tenacity
- Negotiation skills
- Excellent stakeholder management
- Process orientation
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