Local Key Account Manager

Overview PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated nearly $94 billion in net revenue in 2025, driven by a complementary beverage and convenient foods portfolio that includes Lay’s, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. PepsiCo’s product portfolio includes a wide range of enjoyable foods and drinks, including many iconic brands that generate more than $1 billion each in estimated annual retail sales. Guiding PepsiCo is our vision to Be the Global Leader in Beverages and Convenient Foods by Winning with pep+ (PepsiCo Positive). pep+ is our strategic end-to-end transformation that places sustainability at the center of our business strategy, seeking to drive growth and build a stronger, more resilient future for PepsiCo and the communities where we operate. For more information, visit www.pepsico.com, and follow on X (Twitter), Instagram, Facebook, and LinkedIn @PepsiCo. Position is posted in both Latvia and Lithuania. In case of Latvia it would be remote work, while in case of Lithuania, it would be hybrid work (in our Vilnius office + from home). Responsibilities Drive sales growth, market share, distribution, and profitability within assigned local key accounts and distributor territories. Lead annual joint business planning (JBP) processes with distributors and key customers, ensuring alignment with company objectives. Negotiate commercial agreements, promotional activities, assortment listings, pricing, and trade terms with customers. Monitor distributor performance against agreed KPIs and implement corrective action plans where necessary. Ensure excellence in execution of in-store visibility, merchandising standards, promotional activations, and new product launches. Analyze sales, market, and customer performance data to identify business opportunities and risks. Manage customer P&L performance, investment budgets, trade spending, and return on investment (ROI). Collaborate closely with other departments to ensure flawless execution. Develop distribution expansion plans and identify new business opportunities within assigned territories. Forecast sales volumes and support demand planning processes to ensure product availability. Conduct regular business reviews with distributors and key customers, providing performance analysis and growth recommendations. Ensure compliance with contractual agreements, company policies, and commercial governance standards. Act as the voice of the customer internally, providing market insights, competitive intelligence, and shopper trends. Support capability development of distributor sales teams through coaching, training, and joint market visits. Drive implementation of PepsiCo channel strategies, category growth initiatives, and revenue management programs. Qualifications University degree, with a minimum 3-5 years Sales experience within FMCG/retail Sales knowledge suiting the product portfolio Negotiation skills, strong knowledge of company’s operation of people management/development in the field Profound knowledge of local retail business English communication skills Transformational mindset, able to identify right strategies and secure organization alignments Teamwork, flexibility, co-ordination and management skills. Customer-orientation, good problem-solving abilities, good communicational skills, empathy, accuracy and precision. Advanced skills in assessing and taking reasonable risks, challenge ambiguity and ensures sustainable performance goals. Regular filed visits and occasional travels across Baltic Compensation and Benefits: • The expected starting compensation range for this position is 31,400 EUR annually (gross). • Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. • In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.