OverviewThe CDA Senior Manager is responsible for leading the optimization, governance, deployment, and performance management of PepsiCo'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 ObjectiveDrive profitable growth and maximize return on commercial investments by optimizing PepsiCo's European CDA framework through governance, harmonization, transparency, analytics, and capability development.

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. Harmonize CDA processes, reporting, and controls across countries.

Support markets in embedding scalable and compliant CDA ways of working. Drive long-term commercial capability and process maturity across the organization. Commercial defensibility. Identify process gaps, inefficiencies, and control weaknesses.

Ensure alignment between commercial strategy and customer investment architecture.



CDA Framework Roll‐Out & TransformationLead and coordinate CDA framework deployment projects across Europe and EMEA.Support markets with: Change management. Training.

Partner with market teams to ensure local applicability while maintaining regional standards. Drive cross‐functional alignment across commercial and operational teams. Ensure customer investments comply with internal policies and financial controls.

Pay‐for‐Performance & Spend EffectivenessDrive a pay‐for‐performance mindset across customer investments. Performance management. Partner with Finance and IT teams to improve reporting automation and data quality.

Ensure financial benefits are measurable, auditable, and linked to business performance outcomes. Cross‐Functional Leadership & Capability BuildingAct as a strategic partner to: Sales. Commercial leadership.

Build organizational CDA and trade spend management capabilities.

Support development of: Playbooks. Training materials. Pricing frameworkCo‐Develop Pricing framework to support: Commercial Acumen: Deep understanding of retail, customer negotiations, and route‐to‐market dynamics.

Analytical Skills: Ability to translate data into commercial recommendations.

Governance & Controls: Change Management: Ability to drive adoption across multiple countries and functions.

Stakeholder Management: Influencing senior cross‐functional stakeholders in matrix organizations.

Project Leadership: Leading complex regional transformation initiatives.

Strategic Commercial

Acumen - ability to optimize trade spend, profitability, and customer investment effectiveness.

Stakeholder

Influencing - ability to align and influence senior cross‐functional stakeholders in a matrix organization. Governance & Process Leadership - capability to establish scalable governance, controls, KPIs, and accountability.

Analytical Problem

Solving - ability to translate complex data into actionable commercial recommendations. Change & Transformation Management - ability to drive harmonization, adoption, and capability building across markets.

📌 Commercial Senior Manager, Customer Discount Agreement (CDA) (Vitoria-Gasteiz)
🏢 PepsiCo
📍 Vitoria-Gasteiz