Modern Trade Manager - KSA

Overview

Lead Pepsi Co Beverages’ Modern Trade business in Saudi Arabia, overseeing commercial strategy, customer partnerships, revenue growth, market share, profitability, and execution across the Kingdom’s largest retail customers.

We are an equal opportunity employer and comply with the global human rights policies and equality laws in the countries we operate in. We value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or marital/civil partnerships, religion or belief, gender, disability and we are Mowaamah‑GOLD certified in Saudi.

• Lead the annual operating plan (AOP) and Joint Business Planning (JBP) agenda, aligning Pepsi Co, bottlers, and retail partners on long‑term growth strategies and investment priorities.
• Develop commercial strategies covering pricing, promotions, assortment, distribution, visibility, category growth, and execution excellence.
• Overlook the Modern Trade P&L, driving sustainable volume, revenue, profitability, and market share growth across all Modern Trade customers.
• Influence strategic customer negotiations, including Customer Development Agreements (CDAs), investment optimization, annual commercial terms, and business reviews to maximize ROI.
• Strengthen strategic partnerships with Saudi Arabia’s leading retailers through executive engagement, Top‑to‑Top meetings, and collaborative business planning.
• Drive commercial execution excellence through Perfect Store implementation, Category Management, in‑store activation, retail media, and data‑driven execution standards.
• Lead cross‑functional teams across Sales, Commercial Development, Revenue Management, Marketing, Finance, and Bottling partners to deliver integrated commercial plans.
• Utilize shopper insights, EPOS, NielsenIQ, and retail analytics to identify growth opportunities, optimize promotional effectiveness, and improve investment productivity.
• Accelerate digital commerce by developing strategies for retailers eCommerce platforms.
• Build organizational capability by strengthening customer scorecards and execution routines across the Modern Trade channel.
• Represent the Modern Trade business in senior leadership reviews, shaping strategic decisions that support Pepsi Co’s long‑term growth agenda in Saudi Arabia.

• Minimum +10 years’ experience, preferably from top‑tier consulting or a top‑5 FMCG player, ideally in sales, channel management, planning, analytics within beverages or foods.
• University degree.
• Fluency in English.
• Experience and in-depth understanding of execution development and implementation.
• Ability to convert business plans into volume and revenue figures.
• Strong analytical skills with the ability to sort through multiple data sources.
• Strong persuasion and influencing skills at cross‑functional and senior leadership levels.
• Flawless oral and written presentation skills.
• Strong leadership and change‑management skills.
• Ability and desire to redesign processes and systems to create more efficiencies within the team.
• Self‑starter with the ability to make decisions and act autonomously.
• Understanding of digital technologies and IT literacy.
• Knowledgeable about the latest trends in shopper and consumer research.
• Cross‑functional capabilities in Commercial, Business Development, Finance, Insights, Marketing, and Innovation.

• Transformational and inspirational leadership.
• Strong facilitation and questioning skills, including flexibility in approach to problem solving and the ability to push beyond the obvious to spot ideas and find innovative solutions.
• Ability to build deep trusting, collaborative relationships and create strong interdependencies.
• High drive and results‑oriented spirit.
• Experimental mindset, pragmatic creativity, and a desire to test and learn in‑store interventions.