UAE Organized Trade Sales Manager

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Job Description

About the job


We Are PepsiCo

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated more than $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes LAY’S ®️, DORITOS ®️, CHEETOS ®️, GATORADE ®️, PEPSI ®️, QUAKER ®️ and more. PepsiCo’s product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). pep+ is our strategic end-to-end transformation that puts sustainability and human capital at the center of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people.

Our employees drive our culture. No two days are the same; we are dynamic and full of passionate teams that embrace new ideas through our collaborative spirit. At PepsiCo, we know that our company can only succeed when our associates and the society we serve flourishes. We are committed to fostering a diverse workforce by creating a collaborative, equitable and inclusive space where everyone, regardless of what we look like, where we come from or who we love, has a voice. At PepsiCo we create a Space to be y( )u.


  • Develop and implement the Modern Trade Strategy to include trading terms development and category growth planning.
  • Lead category growth planning through understanding snacks best practice, market testing and customer support and implementation.
  • Lead Merchandising Agency 3rd Party
  • Manage Organized Trade budget (terms, promotional funds and field (sales force) to achieve increased operating profit and volume growth.
  • Develop Customer Account Plan for the allocated accounts that are aligned across the business system
  • Phased volume, revenue, net revenue per/kg, spend and gross profit targets
  • Visibility & Access Points Strategy which fits stores types and ensure targets achievements
  • Develop an excellent Business Relation with Customer Head Office Team
  • Make sure Accounts Plans are being implemented in Full & in Time, and all accounts investment breaks even and delivers the best available business impact
  • Ensure that customer pricing/ CDA terms are agreed to support the agreed business goals, based on principles and that any changes are based upon an objective business case and are aligned by Management
  • Issue a quarterly report covering customer performance versus target, implementation of the accounts plans and the outlook for the balance of the year
  • Ensure field team members are aligned to relevant activities and execution standards within all accounts
  • Conduct market visits to ensure proper execution and implementation
  • Ensure proper communication between planning and execution teams which includes and not limited to details related to the Confirmed Activities with Customers (items, quantity, displays, prices, POSM, mechanics, etc…)
  • Ensure proper target allocation among all Organized Trade field staff
  • Lead 2 Distributors supporting the UAE
  • Partner with HR to develop, own and deliver excellent people capability agenda for all organized trade members
  • Lead Organization Health agenda to nurture a healthy culture and create an environment of trust and support


  • Commercial awareness – strong knowledge of what’s important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution
  • Strong verbal and written communication as well as facilitation skills – Confidence to lead and direct discussion across all levels. Ability to engage and enthusiase others with clear, concise communication to reach decision and recommendation
  • Strong Negotiation and Relationship building skills and ability to influence at all levels and build relationship with key customers
  • Demonstrated functional expertise with FMCG Company for a minimum of 6-8 years of sales field experience and Worked before in sales leadership roles.
  • Very Good English skills
  • Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
  • Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic conflict handler)
  • Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment)
  • Integrity (Mutual trust, consistent with company ethics and values)
  • Execute and operate a business strategy
  • University Graduate & Computer Literacy (Windows applications)