Job Description
Job Overview:
The role leads a team of five Regional Sales Manager team that maintains accountability to annual volume and budget plans for the aligned KDP Pepsi Bottlers estimated at 80 million 288oz cases (Fountain and Bottle & Can). This team will be challenged to execute key business building initiatives including sales, promotions, and National coverage responsibilities for multiple bottling entities within assigned territories.
The Director of Sales, Foodservice and On-Premise contributes to KDP's volume, profit and share growth by developing, selling and executing plans for our portfolio of brands (predominantly Dr Pepper, but key brands like Crush Orange and Schweppes brands) and will report to the Senior Vice President IPSO. The role demands a highly driven, results oriented, organized person with strong interpersonal relationship skills and at least 10 years of consumer goods sales experience.
Ideal candidates should have a proven track record of sales success, be able to multi-task in a demanding environment, fully capable at sales data analysis and KPI performance prioritization and provide multi-level Bottler company call expertise (from Owners and C-Suite to Channel Directors and Front-line sales teams). They also must be able to negotiate funding agreements at a high level and understand the financials that drive mutually beneficial results with our bottlers
Together, we have built a leading beverage company in North America offering hot and cold beverages together at scale. Whatever your area of expertise, at KDP you can be a part of a team that’s proud of its brands, partnerships, innovation, and growth. Will you join us?
We strive to be an employer of choice, providing a culture and opportunities that empower our team of ~28,000 employees to grow and develop. We offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development, while ensuring you feel valued, inspired and appreciated at work.
Keurig Dr Pepper is an equal opportunity employer and affirmatively seeks diversity in its workforce. Keurig Dr Pepper recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, age, disability or association with a person with a disability, medical condition, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law.
The Director, Foodservice and On-Premise Sales – Pepsi bottlers is part of the Independent Pepsi Sales Organization (IPSO) of Keurig Dr Pepper. This leadership position serves as the key contact and facilitator for KDP, leading the National sales of our portfolio in the Foodservice On-Premise channels with multiple Pepsi Bottlers.
The role leads a team of five Regional Sales Manager team that maintains accountability to annual volume and budget plans for the aligned KDP Pepsi Bottlers estimated at 80 million 288oz cases (Fountain and Bottle & Can). This team will be challenged to execute key business building initiatives including sales, promotions, and National coverage responsibilities for multiple bottling entities within assigned territories.
The Director of Sales, Foodservice and On-Premise contributes to KDP's volume, profit and share growth by developing, selling and executing plans for our portfolio of brands (predominantly Dr Pepper, but key brands like Crush Orange and Schweppes brands) and will report to the Senior Vice President IPSO. The role demands a highly driven, results oriented, organized person with strong interpersonal relationship skills and at least 10 years of consumer goods sales experience.
Ideal candidates should have a proven track record of sales success, be able to multi-task in a demanding environment, fully capable at sales data analysis and KPI performance prioritization and provide multi-level Bottler company call expertise (from Owners and C-Suite to Channel Directors and Front-line sales teams). They also must be able to negotiate funding agreements at a high level and understand the financials that drive mutually beneficial results with our bottlers
Responsibilities: -
- Maintain and develop business relationships with key decision makers & contacts at Pepsi bottling operations to protect and expand all KDP Foodservice On-Premise (FSOP) brand and package availability (Fountain and Bottle & Can).
- Manage relationship and business protocol at largest conglomerate bottler, PBNA (Purchase, NY), via their National Allied Brand team.
- Accurately Forecast volume plan and funding support; Ensure all payments are processed and posted in a complete and timely fashion.
- You will contribute to this role by leading the IPSO FSOP National sales team in meeting or exceeding volume and profit objectives by managing our bottler relationship. Your goal will be to increase volume through an efficient and effective geographic coverage plan while remaining within an assigned budget.
- Budget, manage, and stay within national marketing funds/budgets with assigned bottling groups. Use of funds to be consistent with strategies aimed at increasing beverage incidence and total sales for our bottlers.
- Participate in joint business planning sessions, and market visits, to ensure KDP is well represented in terms of availability and execution.
- Partner with KDP Customer Marketing resources towards the execution and activation of activities that support mutually developed/agreed annual business plan goals.
- Oversee and assist in development of marketing plans and Volume Per Outlet (VPO) building programs to drive overall volume and brand share within existing key bottler FSOP customers.
- Work closely with FSOP Bottler Activation team to help develop KDP led initiatives bottlers can execute in marketplace.
- Collaboration and Communication must exist with cross functional teams within KDP, including Commercial Finance, Licensing, Supply Chain, Customer Service, Legal, Operations/Business Intelligence, Trade Accounting, and Master Data.
Location and Travel:
- This person will be home office based but looking to fill this position in Dallas, or Chicago, and to be centrally located to KDP HQ’s and centrally located for travel.
- Must be able to travel up to 50%.
Ensure high performance results of your team by:
- Fostering a culture of trust and wellbeing that prioritizes the team and values employee contributions.
- Driving a shared vision with clear goals and accountability, supported by regular conversations to maximize talent.
- Embracing diverse perspectives to foster innovation, learning from both successes and failures.
- Establishing a safe environment where team members are motivated, heard, and aligned with clear expectations.
- Bachelor's degree with 7+ years sales experience with CPG (beverage) company required
- Sales experience 7+ years' experience in Selling, Negotiating, and Top-Level Bottler/Distributor Coverage Management Required
- Self-starter and persistent with strong analytical and financial acumen – understanding of profit and revenue drivers and analysis
- High Proficiency in the use of MS Excel, PowerPoint and Word (minimal 5 years’ experience)
- Presentation skills proficiency
Keurig Dr Pepper (NASDAQ: KDP) is a modern beverage company with a bold vision built to deliver growth and opportunity. We operate with a differentiated business model and world-class brand portfolio, powered by a talented and engaged team that is anchored in our values. We work with big, exciting beverage brands and the #1 single-serve coffee brewing system in North America at KDP, and we have fun doing it!
Together, we have built a leading beverage company in North America offering hot and cold beverages together at scale. Whatever your area of expertise, at KDP you can be a part of a team that’s proud of its brands, partnerships, innovation, and growth. Will you join us?
We strive to be an employer of choice, providing a culture and opportunities that empower our team of ~28,000 employees to grow and develop. We offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development, while ensuring you feel valued, inspired and appreciated at work.
Keurig Dr Pepper is an equal opportunity employer and affirmatively seeks diversity in its workforce. Keurig Dr Pepper recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, age, disability or association with a person with a disability, medical condition, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law.
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