DX Promo Manager Dairy, BCCA
PepsiCo · Tbilisi
Overview- Lead the DX Promo agenda across BCCA (Belarus, Caucasus, Central Asia), driving promotional effectiveness through a unified promotion strategy, governance framework, and end-to-end planning and execution excellence.
- DX Promo Manager will own the development of channel-specific promotional strategies across OT, TT, AFH, and E-commerce, ensuring promotional investments are aligned with commercial priorities, customer strategies, marketing initiatives, and long-term value creation.
Responsibilities
Promotional Strategy & Planning
- Develop and lead the promotional strategy across all sales channels.
- Own promotional budget planning in partnership with Revenue Growth Management (RGM).
- Ensure promotional plans are aligned with customer strategies, marketing initiatives, innovation launches, and annual business objectives.
- Partner with Planning teams to identify promotional opportunities and mitigate commercial risks.
Governance & Cross-Functional Leadership
- Establish and manage end-to-end promotional planning and governance processes.
- Define clear roles, responsibilities, and ways of working across Sales, Marketing, Finance, Supply Chain, RGM, and Planning teams.
- Lead promotional review routines and support data-driven decision-making.
Execution & Performance Management
- Own and manage the promotional calendar across channels and customers.
- Ensure timely and accurate execution of promotional campaigns through close collaboration with commercial and business development teams.
- Lead monthly promotional reviews and re-planning activities based on business performance, customer needs, supply constraints, and market dynamics.
- Monitor promotional performance, identify risks and opportunities, and implement corrective actions when needed.
- Analyze competitor promotional activity and leverage insights to improve future plans.
Promo Excellence & Capability Building
- Lead post-promotion evaluation and identify opportunities to improve effectiveness and ROI.
- Develop promotional standards, playbooks, and best practice guidelines.
- Drive continuous improvement in promotional execution, investment effectiveness, and commercial capability.
- Lead, coach, and develop the DX Promo team, fostering a culture of accountability, collaboration, and high performance.
Qualifications
- Higher education in Economics, Business, Finance, Marketing, or a related field.
- Minimum 5 years of FMCG experience across Commercial Planning, Revenue Growth Management, Sales Finance, Trade Marketing, Category Management, Commercial Excellence, or related functions.
- At least 2 years of people management experience.
- Strong understanding of promotional management, trade investment optimization, commercial planning, and business performance drivers.
- Proven track record of building processes and cross-functional ways of working in complex organizations.
- Strong analytical and commercial acumen with the ability to translate insights into business actions and recommendations.
- Excellent stakeholder management and influencing skills, with experience working across senior cross-functional teams.
- Advanced Excel and PowerPoint skills; experience with analytical and reporting tools (e.g., Power BI) is a plus.
- English and Russian proficiency at Upper-Intermediate level or higher.
Promotional Strategy & Planning
- Develop and lead the promotional strategy across all sales channels.
- Own promotional budget planning in partnership with Revenue Growth Management (RGM).
- Ensure promotional plans are aligned with customer strategies, marketing initiatives, innovation launches, and annual business objectives.
- Partner with Planning teams to identify promotional opportunities and mitigate commercial risks.
Governance & Cross-Functional Leadership
- Establish and manage end-to-end promotional planning and governance processes.
- Define clear roles, responsibilities, and ways of working across Sales, Marketing, Finance, Supply Chain, RGM, and Planning teams.
- Lead promotional review routines and support data-driven decision-making.
Execution & Performance Management
- Own and manage the promotional calendar across channels and customers.
- Ensure timely and accurate execution of promotional campaigns through close collaboration with commercial and business development teams.
- Lead monthly promotional reviews and re-planning activities based on business performance, customer needs, supply constraints, and market dynamics.
- Monitor promotional performance, identify risks and opportunities, and implement corrective actions when needed.
- Analyze competitor promotional activity and leverage insights to improve future plans.
Promo Excellence & Capability Building
- Lead post-promotion evaluation and identify opportunities to improve effectiveness and ROI.
- Develop promotional standards, playbooks, and best practice guidelines.
- Drive continuous improvement in promotional execution, investment effectiveness, and commercial capability.
- Lead, coach, and develop the DX Promo team, fostering a culture of accountability, collaboration, and high performance.
- Higher education in Economics, Business, Finance, Marketing, or a related field.
- Minimum 5 years of FMCG experience across Commercial Planning, Revenue Growth Management, Sales Finance, Trade Marketing, Category Management, Commercial Excellence, or related functions.
- At least 2 years of people management experience.
- Strong understanding of promotional management, trade investment optimization, commercial planning, and business performance drivers.
- Proven track record of building processes and cross-functional ways of working in complex organizations.
- Strong analytical and commercial acumen with the ability to translate insights into business actions and recommendations.
- Excellent stakeholder management and influencing skills, with experience working across senior cross-functional teams.
- Advanced Excel and PowerPoint skills; experience with analytical and reporting tools (e.g., Power BI) is a plus.
- English and Russian proficiency at Upper-Intermediate level or higher.
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