Overview:

This role is responsible for defining and driving the long-term channel strategy (PSP) in alignment with the AFH-R&R; sector strategy, ensuring sustainable growth, profitability, and competitive advantage.

The role leads the identification of business opportunities and translates customer insights into strategic plans that deliver volume, market share, and revenue objectives. It is accountable for developing customer-specific strategies, annual operating plans (AOP), and SMART execution plans across key commercial levers, including portfolio, merchandising, promotions, pricing, service, and distribution.

Working closely with customers and internal European sector teams, the role drives value creation through strategic negotiations, revenue management initiatives, and the implementation of commercial agreements. It ensures effective execution of customer plans through strong stakeholder management, communication, and cross-functional collaboration.

Additionally, the role contributes to the evolution of channel go-to-market models by co-leading Perfect Store Digital Transformation initiatives, identifying new growth opportunities, and shaping future customer engagement models

Responsibilities:

- Define Channel long term Strategy (PSP), aligned to AFH-R&R; sector team
- Identify opportunities and design the customer strategy to reach volume, share and profitability targets.




- Negotiate with the customer volume, pricing and revenue management levers.
- Implement commercial levers translated into the contract with the client.
- Develop and evolve a customer strategic (PSP) and Annual plan (AOP): Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT (strengths, weaknesses, opportunities, threats) analysis.
- Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics (how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
- Execution of customer plan: Appropriate levels of written, verbal and face to face communication with the customer (to be determined by specific account).
- Align with European sector the channel / customer strategy, negotiation and monthly participate on R&R-Channel; European Team
- Redefine channel - GTM opportunities by co-leading Perfect Store DX team

Qualifications:
- Education: Degree in economics or similar. Valuable an MBA. English and Spanish spoken and reading.
- Experience: 2 Years in sales or sales support departments (Trade, Catman..etc..)
- Strong analytical skills.
- Customer Orientation.
- Interpersonal Skills
- Results oriented.
- Negotiation skills: internal (impact and influence sector) and external

📌 SALES KAM AFH – Recreation & Retail (España)
🏢 PepsiCo
📍 España