National Account Manager - Costco, Mass Merch & Amazon

PepsiCo · North Sydney

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Work for a global FMCG company with some of the world’s most trusted and iconic brands. Be part of an exciting business where employees are recognised and career growth is supported.    

At PepsiCo, you can Dare for Better. You can help build a world where there are more possibilities for more people, no matter what role you hold. Together, we’ll make a positive impact for good. Because when we Dare for Better, we can smile at what’s next. For our careers, families, communities and the planet.  

For you:      

Competitive benefits package:   

• Annual Bonus  

• Discounts on Scoopon, Luxury Escapes, Asahi Beverages portfolio   

• Generous leave options (wellness, birthday, volunteer, 20 weeks parental for both primary & secondary carer, additional leave purchase/cash out)   

• Lease Plan   

Health & Wellness programs:

• Discounted private health insurance   

• Financial coaching   

• Counselling sessions   

• Flu vaccinations   

• Skin checks   

• Professional development programs  

• Global career opportunities 

Job Overview:- 

We are looking for a National Account Manager to join the PepsiCo Snacks business and play a pivotal role in driving profitable growth across key Mass Merch and eCommerce customers, including Costco, Kmart, Big W and Amazon.

In this role, you’ll build strong customer partnerships, shape joint business plans and bring together insights, innovation, promotional excellence and sharp commercial thinking to deliver outcomes that matter for shoppers, customers and PepsiCo. It’s a great opportunity for someone who enjoys working at pace, influencing across a broad stakeholder network and making a real impact across nationally important accounts.

Deliver business results

• Deliver against annual commercial targets and Advantage scores, while managing trade investment responsibly and effectively.
• Identify and execute growth opportunities across the PepsiCo Snacks portfolio, including promotional planning and execution, to accelerate customer performance and support share-winning plans.

Customer joint business planning

• Develop and execute annual joint business plans aligned to PepsiCo’s strategic priorities and each customer’s growth ambitions.
• Build customer-specific growth strategies informed by category insights, shopper trends, innovation, pricing, promotion and execution.
• Create a strong engagement plan across internal and external stakeholders to support a winning customer plan.
• Partner with eCommerce and Media teams to maximise Amazon events and improve digital shelf performance.

Planning and execution

• Work cross-functionally with Demand Planning and Commercial Finance to build accurate forecasts and manage trade spend accruals.
• Partner with Shopper Marketing, Revenue Growth Management and Category Management to deliver successful range review outcomes and best-in-class activation.
• Collaborate with Revenue Growth Management to develop pricing and promotional strategies that maximise return on investment.
• Coordinate with Field Sales and eCommerce teams to ensure strong execution across physical stores and digital platforms.

Compliance

• Ensure compliance with PepsiCo policies, commercial standards, customer agreements and trade investment governance processes.
• Manage customer claims, promotional funding and contractual commitments in line with company policies.

• Degree qualified or equivalent qualification preferred, with a minimum of 3-5 years’ experience in a related sales function within FMCG or a similar industry.
• Experience managing national retail customers, Mass Merch or eCommerce channels is highly desirable.
• Strong commercial acumen, including experience managing customer P&Ls and trade investment to deliver sales and profit results.
• Proven ability to build strong, trusted relationships and influence stakeholders while working at pace.
• Understanding of category trends and shopper insights, with the ability to translate them into compelling customer plans.
• Strong communication, presentation and negotiation skills.
• Ability to lead and influence cross-functional teams without direct authority.
• Highly organised, with strong planning, prioritisation and execution capability.
• Results-oriented, with a growth mindset and a passion for delivering outstanding customer and business outcomes.

Deliver business results

• Deliver against annual commercial targets and Advantage scores, while managing trade investment responsibly and effectively.
• Identify and execute growth opportunities across the PepsiCo Snacks portfolio, including promotional planning and execution, to accelerate customer performance and support share-winning plans.

Customer joint business planning

• Develop and execute annual joint business plans aligned to PepsiCo’s strategic priorities and each customer’s growth ambitions.
• Build customer-specific growth strategies informed by category insights, shopper trends, innovation, pricing, promotion and execution.
• Create a strong engagement plan across internal and external stakeholders to support a winning customer plan.
• Partner with eCommerce and Media teams to maximise Amazon events and improve digital shelf performance.

Planning and execution

• Work cross-functionally with Demand Planning and Commercial Finance to build accurate forecasts and manage trade spend accruals.
• Partner with Shopper Marketing, Revenue Growth Management and Category Management to deliver successful range review outcomes and best-in-class activation.
• Collaborate with Revenue Growth Management to develop pricing and promotional strategies that maximise return on investment.
• Coordinate with Field Sales and eCommerce teams to ensure strong execution across physical stores and digital platforms.

Compliance

• Ensure compliance with PepsiCo policies, commercial standards, customer agreements and trade investment governance processes.
• Manage customer claims, promotional funding and contractual commitments in line with company policies.

• Degree qualified or equivalent qualification preferred, with a minimum of 3-5 years’ experience in a related sales function within FMCG or a similar industry.
• Experience managing national retail customers, Mass Merch or eCommerce channels is highly desirable.
• Strong commercial acumen, including experience managing customer P&Ls and trade investment to deliver sales and profit results.
• Proven ability to build strong, trusted relationships and influence stakeholders while working at pace.
• Understanding of category trends and shopper insights, with the ability to translate them into compelling customer plans.
• Strong communication, presentation and negotiation skills.
• Ability to lead and influence cross-functional teams without direct authority.
• Highly organised, with strong planning, prioritisation and execution capability.
• Results-oriented, with a growth mindset and a passion for delivering outstanding customer and business outcomes.

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