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Franchise Leadership Sr Analyst
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The Key Account Manager & AFH Channel Manager will be responsible for driving growth in the Away From Home (AFH) vertical through strategic management of International & Local Accounts, including Foodservice and recreation channels. This dual role combines end-to-end Key Account Management with Channel Development, ensuring PepsiCo’s portfolio is activated, visible, and delivering profitable growth across customer touchpoints.
Responsibilities:- Lead and manage strategic AFH customers (International & Local Chains, Eateries, Recreation Channels).
- Own the complete customer lifecycle: negotiations, joint business planning, targeting, conversions, activations, renewals, and retention.
- Build and strengthen long-term partnerships with key customers to maximize value creation.
- Drive incremental beverage transactions and portfolio expansion within accounts.
- Collaborate with Bottlers and internal stakeholders to ensure seamless execution and delivery.
- Identify and capture white space opportunities within AFH to drive growth.
- Manage budget planning, allocation, and tracking to deliver agreed financial KPIs.
AFH Channel Management – Organized
- Partner with Global and Local PepsiCo/Bottling teams to define and execute the AFH channel strategy.
- Develop channel playbooks, toolkits, and best practices to drive consistency and effectiveness.
- Ensure channel hygiene, compliance, and capability building across the ecosystem.
- Leverage consumer insights, market data, and analytics to shape strategy and decision making.
- Track and deliver on channel KPIs (volume, share, distribution, execution metrics).
- Build capability of our partners on AFH (leveraging International AFH community / best practices and playbooks) to support the above growth agenda and actively partner with them to build and execute the transformation plan to deliver against the growth agenda.
- Own Annual Plan, 3-Year Plan and Contractual agreements for all AFH topics
Equipment Management (Coolers, Vending & Post-Mix Machines)
- Oversee end-to-end equipment management: procurement, deployment, maintenance, and execution.
- Work closely with bottling partners and equipment suppliers to ensure availability and service reliability.
- Drive optimization of equipment utilization to enhance visibility and sales in the AFH channel.
- Partner with Marketing, Supply Chain, Finance, and Bottlers to ensure aligned business objectives.
- Drive joint business planning (JBPs) with customers and bottling partners.
- Act as the AFH voice of customer and channel in internal discussions, ensuring execution excellence.
- Understanding of the business, knowledge of industry and competitive activity, marketing, media and trade marketing
- 4 – 7 years’ experience, out of which over 2-3 years in FMCG
- Proficiency in information technology and towering strength on data management and related tools
- Exhibits towering strength in analytical skills / strong financial skills
- Strong interpersonal and communication skills
- Strong data-driven decision-making and analytical skills.
- Excellent communication, stakeholder management, and collaboration skills.
- MBA/BBA or equivalent from a reputable organization
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