Commercial Senior Manager, Customer Discount Agreement; CDA)

Overview

The CDA Senior Manager is responsible for leading the optimization, governance, deployment, and performance management of Pepsi Co’s Customer Discount Agreement (CDA) framework across Europe and EMEA. The role acts as the central owner of the regional CDA agenda, ensuring that customer investments, trade terms, and commercial spend are managed with maximum transparency, consistency, compliance, and return on investment. The position combines strategic program leadership
, commercial governance
, financial performance management
, and cross-functional capability building to improve the effectiveness and defensibility of trade spend across markets and channels. The role requires close collaboration with Sales, Finance, RGM, Supply Chain, IT, Commercial Operations, and market leadership teams to embed harmonized ways of working and enable scalable commercial excellence.

The CDA Senior Manager also owns the accountability to support development of a standardized Western European (WE) pricing model to reduce complexity and support long term strategy.

Main Objective

Drive profitable growth and maximize return on commercial investments by optimizing Pepsi Co’s European CDA framework through governance, harmonization, transparency, analytics, and capability development.

Purpose of the Role

The purpose of the role is to:

• Establish a best-in-class CDA governance model across Europe and EMEA.
• Drive project to develop Pricing model across the Operating Unit.
• Improve pay-for-performance discipline across all customer investments.
• Enable data-driven CDA spend allocation decisions
  .
• Increase trade spend transparency and accountability
  .
• Harmonize CDA processes, reporting, and controls across countries.
• Support markets in embedding scalable and compliant CDA ways of working.
• Quantify and track the financial impact of CDA initiatives and optimization measures.
• Drive long-term commercial capability and process maturity across the organization.

1. CDA Framework Optimization

• Lead the continuous optimization of the European CDA framework to improve:
  • Spend effectiveness.
  • ROI.
  • Transparency.
  • Compliance.
  • Commercial defensibility.
• Simplify and standardize CDA processes across markets.
• Identify process gaps, inefficiencies, and control weaknesses.
• Define best-practice trade term structures and governance principles.
• Ensure alignment between commercial strategy and customer investment architecture.

2. CDA Framework Roll‑Out & Transformation

• Lead and coordinate CDA framework deployment projects across Europe and EMEA.
• Support markets with:
  • Process implementation.
  • Change management.
  • Training.
  • Governance adoption.
  • System integration.
• Partner with market teams to ensure local applicability while maintaining regional standards.
• Drive cross‑functional alignment across commercial and operational teams.

3. European CDA Governance

• Establish and lead a harmonized European CDA governance model.
• Define:
  • Roles & responsibilities.
  • Approval processes.
  • Escalation paths.
  • KPI frameworks.
  • Compliance standards.
• Drive governance routines including:
  • Quarterly business reviews.
  • Spend reviews.
  • Investment tracking.
• Ensure customer investments comply with internal policies and financial controls.

4. Pay‑for‑Performance & Spend Effectiveness

• Drive a pay‑for‑performance mindset across customer investments.
• Analyze CDA spending effectiveness by:
  • Customer.
  • Sub‑Channel.
  • Spend Bucket.
  • Go‑to‑market.
• Identify:
  • High‑return investment areas.
  • Inefficient spend.
  • Leakage.
  • Non‑value‑accretive trade terms.
• Recommend optimized spend allocation strategies to maximize ROI and profitable growth.

5. Trade Spend Transparency & Reporting

• Build harmonized reporting standards across Europe and EMEA.
• Establish end‑to‑end trade spend visibility across:
  • Markets.
  • Customers.
  • Channels.
  • Investment types.
• Develop…