Overview 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 $86 billion in net revenue in 2022, driven by a complementary beverage and convenient foods portfolio that includes Lay's, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker and SodaStream. 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. The company PepsiCo has distinguished itself as one of the most significant snack producers in the Western Balkans with beloved brands such as Chipsy, Clipsy, Pardon, and GUD, which have become part of the global PepsiCo portfolio. The local portfolio has been expanded with the globally renowned PepsiCo brand - the famous tortilla chips, Doritos. For more information, visit www.pepsico.rs. Responsibilities The main objective of this role is to build Sales and GTM strategies, sales development tools & enablers, business solutions in conjunction with all related functions in order to achieve objectives set in SBP and AOP. Moreover, this function is responsible to act as a key interface between sales & marketing by delivering trade marketing expertise to develop, implement & track strategies in order to meet Company targets, create customer focused activity programs and deliver to the field the necessary selling tools to elevate execution standards. Therefore the role requires an innovative and strategic vision for detailed sales and overall commercial agenda, thus to has focus on enhancement of sales capabilities & commercial excellence in order to deliver growth strategy and seize marketplace opportunities. Involved in all PSP, AOP & Fcst processes Fully involved in exploration & identification of new business opportunities (Country / Channel / Segment / Category) through forecast, AOP & SBP processes design. Manage senior level relationships with by setting the agenda for 2nd leg businesses, aligning with all involved parties in order to deliver AOP top line targets. Leading design, implementation, effectiveness & efficiency of i-S&OP. Identifying marketplace opportunities & sales organization improvement areas and creating sales strategies to lay-out steps, methods and tools that sales teams can incorporate in their process flow to meet their goals. Responsible for the design, implementation and evaluation of Company’s selling models efficiency and identification of risks & opportunities. Creating and delivering annual Sales training agenda for all channels and different sales layers in line with Global Sales Competency Models. Responsible for development of Category Management framework, process & capabilities in order to uncover Category & Customer opportunities and develop strategies to win & engage with our Customers. Develop external & internal sales reporting supported by solid governance process in order to secure visibility of all sales key performance indicators and enable sales management to take timely corrective actions. Responsible for development & implementation of Company Customer segmentations in both traditional and organized trade channels in order to tailor GTM solutions to serve our customers cost effectively and invest in our most profitable and fastest growing customers. In collaboration with IT teams development & implementation of sales technology platforms in order to secure flawless commercialization process, information flow & visibility of field execution Establish and optimize Demand Planning process and support overall supply chain processes by strengthening links between Demand Planning, Production Planning & Inventory Management Management and control of Selling & Trade Marketing budgets, as well as G&A of the team and outsourced workers, aiming to beat the expenses plan by delivering productivities and monitoring expenditures risk and opportunities Support marketing innovation / activation calendar through world class trade marketing solutions and achievement of all relevant KPIs (distribution, shelving, display targets) Responsible for ideation, planning, budgeting, production and implementation of all in store activities across markets / channels in collaboration with marketing teams. Responsible for set-up of sales execution standards (assortment, planograms, tools) across markets / channels / customer segments. Qualifications University degree, preferably economics or business management At least 10-12 years work experience within relevant field of sales in various channels Deep understanding of Marketing, P&L, Supply Chain Excellent command of written & spoken English Analytical Skills: Conducts quantitative evaluation and develops assumptions based on findings Communication Skills: Excellent communicator able to simplify and present complex data and information articulately Leadership skills: Able to lead cross-functional teams through direct, formal and informal reporting relationships Strong collaboration & influencing skills: must align markets and multiple stakeholders with different priorities and agendas to a common approach in order to drive the agenda Manages complexity well (multiple brands, stakeholders, markets, processes etc.)