Discounter Key Account Manager

At PepsiCo, you’ll discover a place where our mission is to create smiles around the world. With a portfolio of more than 500 beloved brands including, Pepsi, Lay’s and Lipton Ice Tea, our work touches millions of people every day.

At the heart of the company is a team of thinkers, creators, and problem-solvers who collaborate to innovate and turn ideas into action. Driven by innovation and a focus on creating joyful moments through food and drinks, our decisions are guided by consumer centricity, creating opportunities for our associates to do meaningful work and make a lasting impact in the communities we serve.

Whatever your role, you’ll be part of a global community that values your ideas and empowers you to make an impact, on your career and on the world around you.

We are looking for a Discounter Key Account Manager to join our Sales team based in Istanbul.

Responsibilities

• Develop and execute strategic customer plans aligned with company sales, volume, and profitability targets.
• Conduct customer performance analysis and build SWOT assessments to identify growth opportunities and business risks.
• Create customer-specific SMART plans covering assortment, merchandising, promotions, pricing, service, and distribution strategies.
• Define phased sales and profit objectives by brand and account, ensuring alignment with commercial priorities.
• Build detailed account activation plans, including timelines for presentation, negotiation, implementation, and follow-up.
• Lead customer presentations, negotiations, and execution of commercial agreements and promotional activities.
• Establish and maintain strong business relationships with key customer stakeholders across all levels.
• Develop a clear understanding of customer structures, decision-making processes, and key influencers to support business growth.
• Conduct regular customer and store visits to strengthen partnerships and ensure execution excellence in-store.
• Organize and lead quarterly and annual business reviews with customer and internal stakeholders.
• Ensure high standards of customer service through timely communication, issue resolution, and proactive account management.
• Collaborate cross-functionally with Trade Marketing, Category Management, Supply Chain, and Field Teams to deliver account objectives.
• Prepare and manage account budgets, forecasts, and profitability tracking to support commercial performance.
• Maintain accurate customer records, store databases, promotional documentation, and activity tracking reports.
• Monitor, evaluate, and report on the effectiveness of promotions, in-store execution, and customer initiatives to drive continuous improvement.

• 3–5 years of experience in an organized trade or retail environment, with solid understanding of key business drivers and commercial operations.
• Proven knowledge of category management principles and their application to improving customer and business performance.
• Demonstrated ability to take initiative, drive results, and contribute to a positive and collaborative work environment.
• Strong analytical, planning, and coordination skills, with the ability to manage multiple priorities effectively.
• Excellent influencing, negotiation, and relationship-building capabilities across customers and cross-functional teams.
• Experience personally managing at least one major customer account, including participation in annual agreement negotiations.
• Proven involvement in multi-functional task forces or category management projects aimed at delivering measurable business improvements.
• Exposure to direct or dotted-line management of store or field operations is preferred.
• Fluent Turkish and English communication skills, including preparing professional reports, presentations, and written business communications.
• Proficient in Microsoft Excel, Word, and PowerPoint, with strong intellectual curiosity and a continuous improvement mindset.