Director Food Service Sales PepsiCo Columbia

Job Description: • 2-minute read •
The Sodexo Director of National Account Sales is responsible for $101MM in Net Revenue for PAB and $85MM in PAF business for PepsiCo. Customer base is predominantly channeled across the Healthcare, Corporate Services, Campus and Entegra GPO clients, in addition we also focus on Vending Services, K-12 and Government Services. This is a Power of 1 Director role selling all lines of business and managing a National Account Team of 4, 1 TAC, alignment with a Customer Marketing Manager, and a close business relation to the PBC Field and Independent Bottlers.

A broad knowledge of Operations, Finance, Supply Chain, and National Account System is required as this position is the main collaborator with both internal and external customers. The customers US headquarters is in Gaithersburg Maryland and their Global HQ's is in Paris France. Travel is roughly 40% of the time and is designed to provide strategic thinking and customer alignment internally and externally. It is critical to have a broad knowledge of all aspects of our business. This Director is responsible for the strategic vision of the companies he/she represents, marketing, Quarterly Priorities, Development of Annual Operating Plan, Top To Top Business Reviews, and overall plan deliverables. While direct responsibility is for the Sodexo U.S. business, the Director of Sales is also involved in global negotiations and strategic planning.

Key Accountabilities:


1. National Account Priorities:

Develop AOP Strategy for PAB and PAF
Possess the ability to manage not only US business but interact on a Global level
Maintain Contracts, Contract Compliance, and Renewals
Pricing plan and activation
Develop Quarterly Priorities, Pricing, Marketing, Innovation, Plan o grams, Category Management Reviews, and work with FoodService Strategy for program implementation
Create sell-in decks for Quarterly Marketing Associations, Beverage Committees, Initiatives, Franchise Organizations
Support and collaborate with marketing to insure creative yet sound field sell-in of a $1mm marketing budget
Jointly determine operational support from equipment needs, service requirements to product distribution to insure sound go-to-market principles are met
2. Coach and develop National Account Team:

Support HQ Sr Sales Managers and Field NASM's
Lead by cascading and aligning AOP objectives tying to quarterly objectives
Provide opportunities and train each NASM to lead initiatives throughout the year
Ability to create a team environment that can align, execute, and adapt to changes in the marketplace.
Bi-weekly coaching and training on initiatives, processes through on going conference calls


3. Support the Franchise system:

Design and insure communications plans to the IB Sales Teams and FAM's
Participate and present in all key meetings including NAMA, Annual Business Reviews, Annual Innovation Summits, National Account Meetings, Workplace Staff Meetings, and Top to Top meetings.
Own relationship with key players John Wright (SVP Culinary Solutions), Jim Pazzanesse ( VP Purchasing) Dan Mueller, ( Sr Director Purchasing ), Tim Ripley ( VP Culinary Solutions )
Create all Franchisee communication, support and maintain Jact committee
Bottler alignment and sell-in including DMS process

4. Collaboration with and knowledge of Operations, Equipment, Supply Chain:

Understand equipment types, placement process and ability to communicate to customers. Know and test new equipment capabilities; fountain, coolers, Vending - Know capital guidelines/needs to insure customer support and stick to budget
Supply Chain collaborator. Must have a working relationship with Distributor team and work through Opportunities and Issues.

5. Finance support and data analysis:

Period analysis of your P&L; understanding of Volume, Net Price, Net Revenue, Marginal Contribution, and Profit and a full understanding of the levers that drive our business forward.
Set up new accounts - guardrails administered for on-boarding right customers
Responsible for analysis/approval of AOP CDA and Comp Defense, annual accruals and CDA billing
Manage all customer funding checkbooks per contract


Qualifications:

Band 1 or Very Experienced L11
Large National Account Management Experience or Global Experience
Understanding of Workplace Channel and Vending Business is a plus

People Leadership
Proven ability to lead and influence internal and external constituents
P&L Literacy
Negotiation Experience
Advanced customer skills including relationship building, influencing built on trust and integrity
Strong internal and external collaboration skills needed
Advanced communication skills; both written and oral.
Advanced project management and organization skills required
Proven ability to work under stressful time constraint and solve problems with varying degrees of complexity
Able to analyze business opportunities and leverage knowledge of customer's business, goals and culture to provide win-win solutions
Problem solving with varying degrees of complexity is a must
Broad knowledge of PepsiCo distribution, equipment, service, bottler system, finance systems
Ability to utilize industry knowledge, information and insights to achieve goals
Ability to travel 40% of time
College Degree

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