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Head of Sales - Ireland

Employer
PepsiCo
Location
Republic of Ireland, Dublin
Salary
Competitive
Closing date
26 Jan 2017

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Business Sector
Food & Drink
Contract Type
Permanent
Hours
Full Time
Function
Sales

Job Details



Here at PepsiCo Ireland, we are looking for a Head of Sales to lead our all-Island sales function. It is a key member of our Ireland Leadership Team with specific responsibility for co-leading the development of our strategic plans to ensure long term profitable growth for the business. The role is based in Dublin and reports to our General Manager.



Our Head of Sales leads the full sales agenda for us, covering both key account management and in-house field sales. Through a team of direct reports, the role manages an overall team of 60, of which approximately one quarter sit within key account management and three quarters in the field.



Key responsibilities include: developing and delivering an all-Island sales strategy across all channels for our Walkers, Tropicana and Quaker brands, delivering best in class customer management across all PepsiCo brands and channels, and working with Britvic to develop sales strategies for our carbonated soft drinks brands.



In more detail, our Head of Sales is accountable for:

  • all PepsiCo brands in the Republic of Ireland and Northern Ireland
  • the sustainable growth of our brands with our existing customers (by developing and agreeing strong JBPs, Scorecards, follow-ups and non-delivery actions)
  • developing our brands in white space channels (food service and licensed)
  • the development and delivery of Annual Operating Plans and budgets on an all Ireland basis
  • for accurate forecast and planning management and development actions to course-correct if needed
  • setting and articulating specific targets for team members including on-going reviews and actions to course-correct if needed
  • building and maintaining relationships with key stakeholders across the business (particularly the UK and Europe) to ensure effective collaboration, the seek right level of support for the Ireland business and to ensure governance for international customers
  • developing strategies and tactics to drive improvement in revenue/pack profits
  • key customer relationships at Trading Director level across all customers
  • shaping and delivering an effective people plan for the Sales function
  • developing the Sales team through coaching, feedback and formal training

 

 

 


We expect a high performing Head of Sales to be a very strong candidate to succeed our General Manager in 18 months to 2 years.



So what are we looking for?

 

 

 

 

 

  • Strong sales leadership skills - this is absolutely critical for us. Our Head of Sales leads and motivates the sales organisation and needs to give clear direction, holding people accountable for their delivery, whilst ensuring the right level of support, training and development opportunities are made available.
  • FMCG sales experience - we expect to see clear evidence of the successful development and execution of commercial/sales strategies across multiple retail channels.
  • Collaboration skills - experience of operating, collaborating and influencing in a matrix driven business is very important as key points of interaction will include our Western Europe regional teams and our UK business.
  • Key account management skills - we need someone with significant experience of: JBPs, price negotiations, promotional plans, and NPD launches, all within an FMCG environment.
  • Knowledge of field sales - three quarters of our overall sales team work in the field so experience of setting clear, stretching targets and motivating and engaging field teams is key.
  • Finance and analytical skills - we need someone who is an expert in revenue management and long term planning with strong analytical skills and an ability to manage complexity with ambiguity.
  • High potential - we are looking for someone who has the stretch to make it to GM in 18 months to 2 years.
  • Local market knowledge: we know how important relationships are in the Irish market so past or current Irish FMCG experience would be an advantage.

 

 

Company

PepsiCo UK is home to some of the world's most loved food and drink products. Making every day favourites like Walkers, Quaker, Doritos, Pipers and Monster Munch, to name a few! We have a fantastic reputation for developing and launching products that our consumers love. PepsiCo products are enjoyed by consumers around the world more than one billion times a day in more than 200 countries and territories. The company generated $91 billion in net revenue in 2023. In the UK we pride ourselves on being a great place to work and in 2023 have been awarded the Times Top 50 Employers for Gender Equality (formerly Times Top 50 Employers for Women) for the 18th year in a row and Top Employer for the 12th year in a row. 

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 at the centre of how we will create value and growth by operating within planetary boundaries and inspiring positive change for planet and people. For more information, visit www.pepsico.com 

 

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