PH Foods Commercial Lead

Overview

This is a commercial leadership role for our growing Foods business in the Philippines. The successful candidate shall be responsible for the delivery of PepsiCo Philippines Foods’ commercial agenda. Reporting to the Cluster Commercial Director for Philippines & Malaysia, the incumbent shall work closely with the commercial team, support functions, and our national distributor to achieve short, medium, and long-term goals.

The ideal candidate must have solid experience in sales/commercial, trade marketing, and distributor management. If you think you have what it takes to lead a dynamic and exciting business that is home to the world’s biggest brands - Lay’s, Cheetos, Doritos, and Quaker, to name a few - then this opportunity might be for you.

Responsibilities

General Management & Commercial/Sales Strategic Leadership

• Assist the cluster Commercial Director in the development and execution of PepsiCo’s Go-To-Market (GTM) strategy across current and emerging channels, ensuring optimal product availability, visibility, and accessibility.
• Work with cluster Commercial Director to optimize long-term profitability by managing trading terms and allowances with the national distributor.
• Drive PepsiCo’s presence in top accounts through joint business planning, business reviews, and attendance at key events (store openings, expos, anniversaries).
• Develop and execute a comprehensive Foods channel strategy, focusing on execution, distribution expansion, and revenue management.
• Collaborate with the National Distributor to refine its sales and distribution strategy, leveraging regional support to strengthen capabilities.
• Rationalize non-performing brands and SKUs, and drive the launch of profitable, accretive products.
• Ensure sustainable profitability for the Distributor by managing sales budgets and trade marketing expenses, including incentives, listings, and new account development.
  
  

Data and Insights-Driven Leadership

• Build and maintain a robust Channel and Shopper database to identify opportunities through portfolio optimization, pricing, promotions, and POS activities.
• Own the monthly sales forecasting process, ensuring alignment with the Annual Operating Plan (AOP). Provide analysis on performance, recommending actions for improvement.
• Lead Shopper Insights, Food Trips, and incorporate these into customer pitches and business planning sessions.
• Co-lead Revenue Management initiatives with the commercial and shopper insights team to unlock growth opportunities in Foods.
• Oversee Customer Satisfaction Surveys to assess the strengths, weaknesses, opportunities, and threats (SWOT) of the National Distributor.
  
  

Forecasting & Performance Monitoring

• Work with the commercial team and National Distributor to develop detailed forecasts by brand, pack, and month, ensuring alignment with AOP targets. Monitor progress and inventory levels.
• Oversee the delivery of sales targets and financial commitments for Priority Customer Accounts through Top-to-Top engagement and quarterly business planning.
• Manage the AOP budget for all sales-related support, including incentives, trade marketing, and promotional activities, ensuring proper approval and post-event evaluations.
  
  

Distributor Engagement & Capability Building

• Ensure the National Distributor meets key performance indicators (KPIs) related to distribution and revenue objectives.
• Guide the National Distributor in expanding coverage into new channels (e.g., General Trade, eCommerce), and ensure investment in accretive products and channels.
• Collaborate with Marketing and Revenue Growth Management to successfully launch new SKUs, including appropriate trade marketing and in-store strategies.
• Work with Sales Capability team to develop distributor capability and enhance selling, planning, and negotiation skills
  
  

Key Account Management & Development

• Build and sustain long-term relationships with top key accounts
• Lead the annual Joint Business Planning (JBP) process for PepsiCo foods in partnership with national distributor
• Ensure quarterly engagement with key customers and organize bi-annual meetings for Priority Accounts with Market Unit (MU) GM.
  
  

Sustainability

• Partner with internal cross-function teams to bring to life PepsiCo’s sustainability agenda (PEP+) in the Philippines, with special focus on positive value chain and positive choices
  
  

People Management

• Manage the commercial team’s performance, growth, and development by setting priorities, providing ongoing coaching, representing the team in people planning sessions, and giving objective and timely feedback.
  
  

Operations & Commercialization

• Drive the market’s commercialization agenda in partnership with the regional team. This includes Quaker and Snacks innovations, ASEAN/APAC imports, and limited time offers (LTOs).
• Drive the eCommerce commercialization agenda, managing supply chain, production, and logistics operations effectively.
  
  

Controls & Compliance

• Ensure the team’s compliance with PepsiCo’s Code of Conduct in all areas
• Role model and support timely completion of risk assessments, GCS testing, and the implementation of controls to maintain operational integrity.
  
  

Qualifications

Key Skills/Experience Required

• Knowledgeable and experienced in P&L management
• Sales/GTM expert with modern trade/field sales strategy development experience
• Thorough understanding of the Philippine market landscape
• Planning and analytical skills- Strong strategic direction skills and can apply the data derived from consumer-centric insights research
• People Management skills: Coaching, giving feedback, direction-setting, and advocating for key talents
• Understanding of the business, including the various levers (i.e. Manufacturing, Finance, Marketing) by working together towards achieving the same goal
• Influencing and negotiation skills: Networking and wiring, Negotiations, Business Development
  
  

Experience/Qualifications:

• Bachelor’s degree in any related field, master’s degree is a plus but not required
• At least twelve (12) years of collective and extensive sales/commercial experience in an FMCG environment with matrix organization structure
• Worked closely with customers/clients; With key accounts and traditional trade experience
• Consumer/brand and trade marketing know-how and experience is a plus