NKA and AFH Lead Pakistan

Overview:

The NKA and AFH Lead Pakistan 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:

Key Responsibilities

1. Key Account Management

• 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.

2. AFH Channel Management - Indies & Other AFH

• 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

3. 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.

4. Cross-Functional Collaboration

• 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.

Qualifications:

• MBA/BBA or equivalent from a reputable organization
• Understanding of the business, knowledge of industry and competitive activity, marketing, media and trade marketing
• 5 – 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.

Key Competencies

• Customer Centricity & Relationship Building
• Strategic Thinking & Execution Excellence
• Negotiation & Influence
• Cross-Functional Collaboration
• Business & Financial Acumen
• Data Analytics & Insight Generation