وظيفة مدير إدارة الحسابات الرئيسية شاغرة لدى PepsiCo بالرياض
Key Account Management Manager
🏢 PepsiCo
تفاصيل الوظيفة
شركة PepsiCo تعلن عن وظيفة مدير إدارة الحسابات الرئيسية في الرياض.
المهام والمسؤوليات
- التخطيط: تطوير خطة حسابات للعملاء المخصصين تتوافق مع نظام العمل، وتشمل أهداف الحجم والإيرادات وصافي الإيرادات لكل كجم والإنفاق والأرباح الإجمالية، واستراتيجية نقاط الظهور والوصول، وإدارة النطاق الأمثل للمنتجات، والتخطيط المشترك للتقويم السنوي للأنشطة مع العملاء، وضمان هيمنة العلامات التجارية لشركة SSFL داخل المتاجر، والسيطرة على افتتاح المتاجر، وإعداد ملخص شهري لفريق الميدان، والتفاوض على اتفاقية تطوير القنوات (CDA) وتسليمها في الوقت المحدد.
- إدارة العملاء: اختراق العملاء عموديا وأفقيا لبناء علاقات مهنية قوية، والاستفادة منها للحصول على الالتزام بالخطط، وقيادة وتنسيق الحسابات الأخرى المُدارة ميدانيا، وإجراء مراجعة أعمال سنوية مع العملاء، والحصول على التزام من متخذي القرار الرئيسيين، وتطوير علاقة ممتازة مع فريق العملاء الرئيسي وفريق إدارة SSFL، والاتفاق على إدراج المنتجات الجديدة في الوقت المحدد، والتأكد من اتباع استراتيجية الذهاب إلى السوق (GTM) ومستوى الخدمة بشكل صحيح حسب صيغة المتجر.
- التواصل الميداني ودعم فريق التنفيذ: التأكد من تنفيذ خطة الحسابات بالكامل وفي الوقت المحدد، بما في ذلك تحقيق أهداف الحجم والإيرادات وصافي الإيرادات والإنفاق والأرباح، وتنفيذ مبادرات POP وأهدافها، وتنفيذ التقويم النشط، وضمان تحقيق الاستثمارات لأفضل أثر تجاري، وضمان توافق أسعار العملاء وشروط CDA مع أهداف العمل.
- الإدارة الإدارية للعملاء: تطوير وصيانة سجل حقائق الحساب الذي يحتوي على جميع معلومات العملاء ذات الصلة وتفاصيل المتاجر، وإصدار تقرير ربع سنوي عن أداء العميل مقابل الهدف، وإصدار بطاقة أداء الحساب الرئيسي شهريًا، والتنبؤ بالمعايير المتفق عليها، وإدارة الميزانية ومراقبتها، وإجراء الإدارة الإدارية للحساب حسب الحاجة (نماذج العروض الترويجية، نماذج الإدراج، تسوية الحسابات، إلخ)، والاستفادة من عمليات تشغيل الحساب الرئيسي لضمان توافق الميدان مع الأنشطة ومعايير التنفيذ، والإبلاغ الاستباقي عن حالة الأداء مقابل الأهداف، وزيارة المتاجر بانتظام حسب الجدول المتفق عليه، وتحفيز الميدان لتقديم النشاط المحلي المناسب، وقيادة أي مشاكل تسوية على مستوى المكتب الرئيسي للعميل.
- المراجعة: تحديث بطاقات الأداء بانتظام وباستمرار، وإجراء فحوصات المتاجر بالتزامن مع زيارات الحسابات لضمان تنفيذ 100٪ حسب CDA والخطط، وتقييم الأنشطة والعروض الترويجية الرئيسية لتحديد الأفضل كأساس للخطط المستقبلية، والحصول على جميع التحديثات اللازمة من الفريق وإرسالها إلى المكتب الرئيسي لـ SSFL في الوقت المحدد، خاصة تدقيق الأنشطة الأسبوعية والرؤية.
- إدارة الأفراد (حيثما ينطبق): تنفيذ عمليات أفراد ممتازة للتقارير المباشرة، بما في ذلك تحديد أهداف SMART على أساس سنوي وربع سنوي وشهري، وإجراء تقييم سنوي بناءً على الأهداف، وملف الدور الوظيفي حسب الوصف الوظيفي، وخطة التطوير بما في ذلك المشاريع والتدريب الرسمي والتدريب الفردي، وتمثيل المصالح الوظيفية للتقارير المباشرة بما يتوافق مع عملية CDAP، والقيادة المستمرة والتحفيز للتقارير المباشرة، والتدريب المستمر والتطوير، وتحفيز الموارد البشرية الداخلية الأخرى لدعم تنفيذ خطة الحساب، والتطوير الذاتي.
- أجندة الرقابة ومسؤولية الرقابة لـ SSFL: فهم هدف الرقابة، والحفاظ على وثائق العمليات كاملة ودقيقة بما في ذلك السرد والمخططات الانسيابية وبرامج الاختبار، وتقييم فعالية الضوابط الموكلة إليهم، والحفاظ على مسار تدقيق لإثبات تنفيذ الأنشطة بما يمكن من إعادة الأداء من قبل طرف ثالث مستقل، وقيادة جهود المعالجة لنقص الرقابة، وتقديم نتائج الاختبار إلى مالكي العمليات.
عرض النص الأصلي للإعلان
Overview
We Are PepsiCo
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 $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes LAY’S ®️, DORITOS ®️, CHEETOS ®️, GATORADE ®️, PEPSI ®️, QUAKER ®️ and more. 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.
Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). pep+ is our strategic end-to-end transformation that puts sustainability and human capital at the center of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people.
Our employees drive our culture. No two days are the same; we are dynamic and full of passionate teams that embrace new ideas through our collaborative spirit. At PepsiCo, we know that our company can only succeed when our associates and the society we serve flourishes. We are committed to fostering a diverse workforce by creating a collaborative, equitable and inclusive space where everyone, regardless of what we look like, where we come from or who we love, has a voice. At PepsiCo we create a Space to be y( )u.
“We are an equal opportunity employer and comply with the 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.”
Learn more about our culture and life at PepsiCo: https://stories.pepsicojobs.com/
Responsibilities
Planning
accounts by supporting the Regional Managers in their penetration within the allocated accounts.
Field Communication / Support for Execution Team
Management.
aligned to relevant activities and execution standards within the allocated accounts.
Qualifications
We Are PepsiCo
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 $79 billion in net revenue in 2021, driven by a complementary beverage and convenient foods portfolio that includes LAY’S ®️, DORITOS ®️, CHEETOS ®️, GATORADE ®️, PEPSI ®️, QUAKER ®️ and more. 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.
Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with PepsiCo Positive (pep+). pep+ is our strategic end-to-end transformation that puts sustainability and human capital at the center of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people.
Our employees drive our culture. No two days are the same; we are dynamic and full of passionate teams that embrace new ideas through our collaborative spirit. At PepsiCo, we know that our company can only succeed when our associates and the society we serve flourishes. We are committed to fostering a diverse workforce by creating a collaborative, equitable and inclusive space where everyone, regardless of what we look like, where we come from or who we love, has a voice. At PepsiCo we create a Space to be y( )u.
“We are an equal opportunity employer and comply with the 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.”
Learn more about our culture and life at PepsiCo: https://stories.pepsicojobs.com/
Responsibilities
Planning
- Develop Customer Account Plan for the allocated accounts that are aligned across the business system.
- Phased volume, revenue, net revenue per/kg, spend and gross profit targets.
- Visibility & Access Points Strategy which fits stores types and ensure targets achievements.
- Manage & Agree on optimal items range which meet the shopper profile for allocated customers.
- Jointly Plan with customers Annual Activity Calendar which ensures Targets Achievements.
- Keep SSFL brands dominant inside stores to reflect its market leadership.
- Dominate Stores openings.
- Prepare monthly brief to all Field Team which contains all details related to the Confirmed Activities with Customers (items, quantity, displays, prices, POSM, mechanics, etc...).
- Negotiate and sign the CDA with customer on time and as per AOP and Financial Guidelines.
- Personally penetrate the customer vertically and horizontally to build strong, professional relationships that can
accounts by supporting the Regional Managers in their penetration within the allocated accounts.
- Undertake an annual business review with the customer that involves all relevant personnel, reviews what has
- Gain commitment from key customer decision makers to the account plan initially and on an on-going basis.
- Develop an excellent Business Relation with Customer Head Office Team & SSFL Management Team as well as at Stores Levels.
- Agree with Customers for listing all new SKU’s in Customers systems on time & as per CDA term.
- Make sure GTM (Merch. Freq.) & Service Level (PO Freq.) is properly followed as per agreed Strategy by Store
Field Communication / Support for Execution Team
- Make sure the Account Plan is being implemented in Full & in Time. Specifically:
- Deliver Volume, revenue, net revenue per/Kg, spends and gross profit as agreed.
- Implement the agreed POP/ sales driver initiatives and targets.
- Implement the Activity Calendar.
- Ensure that all customer investment breaks even and delivers the best available business impact for
- Ensure that customer pricing/ CDA terms are agreed to support the agreed business goals, based on
Management.
- Customer administration. Specifically:
- Develop and maintain an Account Fact Book that contains all relevant customer information, Stores details, as
- Issue a quarterly report covering customer performance versus target, implementation of the account plan and
- Issue the KA scorecard on a monthly basis.
- Forecasting to the agreed standard.
- Budget management and monitoring, as detailed in the KA Monthly scorecard and budget tracker.
- Account administration as required (e.g. promotional proformas, listing forms, customer reconciliation,
aligned to relevant activities and execution standards within the allocated accounts.
- Proactively report performance status versus objectives to track business performance.
- Regular Visits to the Stores as per agreed schedule.
- Motivate the field to ensure appropriate local activity is delivered within the allocated accounts.
- Lead any reconciliations problems at Customer Head Office level if required.
- Update Score Cards at regular and consistent basis.
- Undertake store checks alongside account visits to ensure Execution 100% implemented as per CDA & Plans.
- Evaluate key activities/ promotions to determine what works best as a basis for future plans.
- Get all required Updates from Team & sent to SSFL Head Office on time especially Weekly Activities & Visibility Audit.
- Own and deliver excellent people processes for direct reports. Specifically:
- SMART Objectives at annual, quarterly, and monthly basis.
- An annual appraisal based on the objectives.
- Role profile as detailed in the Job description and my development competency model.
- Develop plan including projects, coaching and formal training.
- Represent career interests of direct reports in line with the CDAP process.
- On-going leadership and motivation of direct reports.
- On-going coaching and development of direct reports.
- Motivate and leverage other internal human resources to support delivery of the account plan.
- Self-development.
- SSFL Control Agenda & Control Responsibility:
- Understand the objective of the control
- Maintain Process documentation that is complete and accurate including
- Evaluate the effectiveness of controls assigned to them
- Maintain an audit trail to evidence execution of the activities, sufficient to enable re-performance by
- Lead the remediation efforts for a control deficiency
- Provide results of testing to Process Owners.
- Key control accountabilities includes:
- Obtain CDA approvals as per SOA and forward to customer to get it signed & stamped; control #:
Qualifications
- Commercial awareness - strong knowledge of what's important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution.
- Strong verbal and written communication as well as facilitation skills - Confidence to lead and direct discussion across all levels. Ability to engage and enthuse others with clear, concise communication to reach decision and recommendation.
- Strong Negotiation and Relationship building skills and ability to influence - Ability to influence at all levels
- Demonstrated functional expertise with FMCG Company for a minimum of 6-8 years of sales field experience
- Very Good English and Arabic language skills
- No travel restrictions
- Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
- Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic
- Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment)
- Integrity (Mutual trust, consistent with company ethics and values)
- Execute and operationalize a business strategy.
- University Graduate & Computer Literacy (Windows applications).
المصدر: LinkedIn - أُضيفت للموقع في 24 يونيو 2026