Modern Trade Manager - Saudi Arabia

About PepsiCo

PepsiCo is a global powerhouse whose products are enjoyed over a billion times daily across more than 200 countries and territories. In 2021, the company generated over $79 billion in net revenue with a diverse portfolio including iconic brands like LAY’S®, DORITOS®, CHEETOS®, GATORADE®, PEPSI®, and QUAKER®. The company is committed to sustainable growth under its pep+ strategy, focusing on planetary boundaries and positive impacts for people.

PepsiCo fosters a dynamic culture encouraging new ideas and values diversity and inclusion, ensuring an equitable environment where everyone has a voice. The company complies with global human rights laws and equality policies, including being Mowaamah -GOLD certified in Saudi Arabia.

Role Overview

As the Modern Trade Manager for PepsiCo Beverages in Saudi Arabia, you will lead commercial strategy, partnerships, revenue, market share, profitability, and execution across major retail customers in the Kingdom.

Key Responsibilities

• Steer the annual operating plan and Joint Business Planning to align internal teams and retail partners on growth strategies and investments.
• Formulate commercial tactics covering pricing, promotions, assortment, distribution, visibility, category growth, and execution excellence.
• Manage the Modern Trade P&L to sustainably grow volume, revenue, profitability, and market share across all modern trade clients.
• Lead strategic negotiations including Customer Development Agreements and business reviews to maximize return on investment.
• Cultivate strategic partnerships with leading Saudi retailers through executive-level engagements and collaborative planning.
• Oversee flawless commercial execution via Perfect Store initiatives, category management, retail media, data-driven standards, and in-store activations.
• Coordinate cross-functional teams from sales, marketing, finance, revenue management, and bottling to deliver integrated commercial strategies.
• Leverage shopper insights, EPOS data, NielsenIQ analytics, and retail research to pinpoint growth opportunities and optimize promotional impact.
• Drive digital commerce strategies aiming to expand presence on retailers’ eCommerce platforms.
• Enhance organizational capabilities through customer scorecards and execution routines within the modern trade channel.
• Represent the business in senior leadership forums, influencing strategic decisions aligned with long-term growth.

Candidate Qualifications

• Minimum 10 years of experience, preferably from leading consulting firms or top 5 FMCG companies, ideally within sales, channel management, planning, or analytics in beverages or foods sectors.
• Possession of a university degree.
• Fluency in English is mandatory.
• Deep expertise in execution development and implementation.
• Strong capability to translate business plans into concrete volume and revenue targets.
• Proficient analytical skills with the ability to interpret diverse data sources.
• Excellent persuasion and influencing prowess at cross-functional and senior leadership levels.
• Outstanding verbal and written communication skills.
• Demonstrated leadership and change management competencies.
• Self-driven with decisive autonomy in decision-making.
• Tech-savvy with a good grasp of digital technologies and IT literacy.
• Knowledge of the latest shopper and consumer research trends.
• Cross-functional experience spanning commercial, business development, finance, insights, marketing, and innovation.

Desired Skill Attributes

• Transformational and inspirational leadership abilities.
• Strong facilitation and problem-solving skills with flexibility and innovation mindset.
• Capacity to foster deep, trust-based collaborative relationships and interdependencies.
• Highly motivated and results-driven attitude.
• Experimental and pragmatic creativity with enthusiasm for in-store testing and learning.