Digital Commerce & Growth Channels Manager

PepsiCo · Petaling Jaya

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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 recognized 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.

The Digital Commerce and Growth Channel Manager is a high-impact commercial role with strong leadership exposure focused on accelerating PepsiCo Foods’ next growth engines: ‘Digital Commerce’ and ‘Away From Home’ channels. The role will lead day-to-day delivery in these Growth Channels in Malaysia along with Malaysia cross-functional team, while also working with the Commercial Lead- Growth Channels to contribute to playbooks, capabilities and best practices across the wider Asia Foods OU.

What you will be responsible for: 

Key Responsibilities:

• Strategic Planning and Go To Market Strategy: 
  • Delivering annual Operating Plan: Partner with Malaysia Commercial Lead to create and execute the Annual Operating Plan (budget and promo planning), ensuring optimal resource allocation and achievement of growth objectives.
  • Sales & Go-to-Market Strategy: Develop and implement robust sales plans in partnership with distributors and enablers.
  • Market Insights: Identify and analyze market trends, competitor activities and keep abreast of new developments in the e-marketing world & emerging technologies and potential Away from Home channels.
  • Away From Home Channel Strategy: In partnership with Malaysia Commercial Lead plan and implement the On-premise, Travel, Cinema channel growth strategy 

• Customer Management:
  • Strategic Customer Management: Work closely with distributor, enabler and internal PepsiCo teams to co-lead the Annual Joint Business Planning (JBP) cycle with top customers, leveraging cross-function support to provide top accounts with relevant data and insights, commercial & marketing plans, and customer-specific initiatives to grow the categories where PepsiCo Foods is present.
  • Build and maintain strong relationships with key customers and partners.  

• Sales Performance Management:
  • Review & Analysis: Regularly evaluate customer programs and performance metrics, providing actionable insights during monthly business reviews.

• Forecasting and monitoring sales performance data to input into country forecast planning

• • Work with distributor team and enabler to optimize the user experience on e-commerce platforms to improve conversion rates. 

• Enabler Management:
  
  • Manage Enabler Performance, Store Management and Customer service
  • Oversee product presentation, including descriptions, imagery, and pricing across all e-commerce platforms.
  • Coach and lead enabler/distributor KAMs on execution excellence, Customer management and negotiations
  • Coach distributor teams and work with Trade marketing to develop pitch decks to tap into new emerging channel opportunities 

• Budget Management:
  • Oversee trade spend and Promotion & Marketing budgets with periodic reviews to ensure effective investment tracking.
  • Monitor and control spending to ensure that the budget is adhered to. 

What you will need to have: 

• University graduate, preferably in Marketing, Business Administration or Economics, or any relevant field
• Minimum 5 years of Sales experience, with experience in e-commerce management and has strong track record of managing key e-commerce, social commerce and quick commerce platforms.
• Experience in FMCG commercial roles will be preferred
• Commercial acumen and thorough understanding of e-commerce landscape
• Project Management experience- resourcing and implementation of the project (leads and monitors process)
• Analytical Skills - conduct quantitative evaluation and develop assumptions based on findings
• Communication Skills - presentation of data or information (crafting of presentation decks and articulating information); articulate, assertive, and agile negotiator to influence both internal and external partners and stakeholders
• Good overall knowledge on Warehousing, Supply Chain, Operations, Marketing, Finance and positive track record of developing distributor capability
• Strong track record in achieving sales and distribution targets

What you will be responsible for: 

Key Responsibilities:

• Strategic Planning and Go To Market Strategy: 
  • Delivering annual Operating Plan: Partner with Malaysia Commercial Lead to create and execute the Annual Operating Plan (budget and promo planning), ensuring optimal resource allocation and achievement of growth objectives.
  • Sales & Go-to-Market Strategy: Develop and implement robust sales plans in partnership with distributors and enablers.
  • Market Insights: Identify and analyze market trends, competitor activities and keep abreast of new developments in the e-marketing world & emerging technologies and potential Away from Home channels.
  • Away From Home Channel Strategy: In partnership with Malaysia Commercial Lead plan and implement the On-premise, Travel, Cinema channel growth strategy 

• Customer Management:
  • Strategic Customer Management: Work closely with distributor, enabler and internal PepsiCo teams to co-lead the Annual Joint Business Planning (JBP) cycle with top customers, leveraging cross-function support to provide top accounts with relevant data and insights, commercial & marketing plans, and customer-specific initiatives to grow the categories where PepsiCo Foods is present.
  • Build and maintain strong relationships with key customers and partners.  

• Sales Performance Management:
  • Review & Analysis: Regularly evaluate customer programs and performance metrics, providing actionable insights during monthly business reviews.

• Forecasting and monitoring sales performance data to input into country forecast planning

• • Work with distributor team and enabler to optimize the user experience on e-commerce platforms to improve conversion rates. 

• Enabler Management:
  
  • Manage Enabler Performance, Store Management and Customer service
  • Oversee product presentation, including descriptions, imagery, and pricing across all e-commerce platforms.
  • Coach and lead enabler/distributor KAMs on execution excellence, Customer management and negotiations
  • Coach distributor teams and work with Trade marketing to develop pitch decks to tap into new emerging channel opportunities 

• Budget Management:
  • Oversee trade spend and Promotion & Marketing budgets with periodic reviews to ensure effective investment tracking.
  • Monitor and control spending to ensure that the budget is adhered to. 

What you will need to have: 

• University graduate, preferably in Marketing, Business Administration or Economics, or any relevant field
• Minimum 5 years of Sales experience, with experience in e-commerce management and has strong track record of managing key e-commerce, social commerce and quick commerce platforms.
• Experience in FMCG commercial roles will be preferred
• Commercial acumen and thorough understanding of e-commerce landscape
• Project Management experience- resourcing and implementation of the project (leads and monitors process)
• Analytical Skills - conduct quantitative evaluation and develop assumptions based on findings
• Communication Skills - presentation of data or information (crafting of presentation decks and articulating information); articulate, assertive, and agile negotiator to influence both internal and external partners and stakeholders
• Good overall knowledge on Warehousing, Supply Chain, Operations, Marketing, Finance and positive track record of developing distributor capability
• Strong track record in achieving sales and distribution targets

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