National Key Account Manager Cash and Carry; m​/w​/d

At Pepsi Co Northern Europe, we’re more than just iconic brands — we’re a team of 2,000+ passionate people across 11 countries, working together to deliver great-tasting products that consumers enjoy every day. With over 70 years in the region, we operate from 7 key locations — including 4 headquarters and 4 production sites — and offer a portfolio of 16 brands, from global icons like Pepsi and Lay’s to local favorites like Duyvis and Schwip Schwap.

We’re committed to sustainability, innovation, and community impact. If you’re looking to grow your career with purpose, we’d love to hear from you.

The role was posted internally until 08.10.2026.

• Lead and develop all cash and carry accounts in Germany + major wholesalers delivering into AFH / TT segment
• Support international in managing and developing those customers on national level
• Supporting the broader Key Account & x-functional team in analyzing and aligning for internal and external purposes/strategies
• Negotiate contracts and agreements with clients and partners.
• Develop and execute strategic plans to expand the company's presence of beverages and snacks in the AFH market.
• Identify and research potential business opportunities within the AFH market.
• Build and maintain relationships with potential clients, distributors, and partners.
• Collaborate with marketing teams to create promotional materials and campaigns to support sales efforts.
• Monitor market trends and competitor activities to identify opportunities and threats.
• Provide regular reports and updates on sales performance, market insights, and competitor activities to management.
• Work closely with production and supply chain teams to ensure product availability and quality meet customer demands.
• Attend industry events, trade shows, and conferences to network and stay updated on industry trends and developments.
• Continuously seek ways to improve sales processes, strategies, and overall business performance.
• Deliver AOP/PSP targets for responsible customers/channel in Germany (Vol, Budget, , MC) (executing)
• Leading executional excellence of customer agreements of responsible customers (executing)
• Leading relevant preparation and negotiations for customer meetings (executing)
• Support in leading national customers’ Joint Business Planning, Quarterly Business Reviews (executing)
• Support at (international) tenders and distribution agreements (consulting/executing)
• Align and collaborate w/ cross-functional teams like Marketing, Supply Chain, Finance, and external distributors (consulting and executing depending on project)
• Support Forecasting as part of iSOP cycle (Demand Review) (consulting)
• Secure Budget planning for responsible customers and take corrective measure, if targets at risk. (deciding/executing)
• Ensure control and standard KPI reporting in line with internal guidelines (executing)
• Ensure continuous external Stakeholder-Management externally and internally (i.e. wholesalers, sector) (executing)

• Willingness to travel across Germany– approx. 50%
• University degree in Business Administration (or comparable field of study)
• Commercial knowledge of min. 5-8 years in Sales (ideally in Beverages or other FMCG category or Food service area)
• Analytical skills on advanced level
• Excellent presentation, communication and negotiation skills as the role requires extensive internal and external interaction
• Being cooperative and a team player
• Hands‑on and can‑do mentality
• MS-Office (daily use)
• English (Fluent)

Als Key Account Manager Cash & Carry wirst du Teil eines achtköpfigen, schlagkräftigen Away-from-Home-Teams, das für die Sicherstellung der Verfügbarkeit unseres gesamten Getränke- und Snack portfolios im deutschen Außer-Haus-Markt verantwortlich ist. Gemeinsam arbeiten wir…