Descrição
Overview:
The Head of Traditional Trade Sales Channel Poland leads a dynamic Sales organization of more than 400 professionals, driving performance across traditional trade channel including independent TT grocery stores, Local chains, Wholesale and Cash & Carry.
This role holds full responsibility for the channel’s P&L and is accountable for shaping and executing strategic vision for the Traditional Trade channel across Po1 PepsiCo portfolio: Beverages and Snacks.
Traditional Trade Head of Sales will play pivotal role in shaping TT strategy, ensuring operational in-field execution excellence, delivering financial objectives, leading and developing sales team.
This role is part of Poland PepsiCo leadership team and reports directly to Poland Pepsico General Manager.
Responsibilities:
- Lead and inspire a large, diverse sales team to deliver sustainable growth and operational excellence.
- Own total channel financial performance, leads and develops the customer Annual Operating Plans to deliver Gross sales, Net Revenue, Share, Executional Key Performance Indicator’s (KPI), and sales targets.
- Provides customer/channel expertise and leadership to drive development of appropriate strategic and tactical plans within business unit.
- Build and maintain strategic partnerships with key TT customers, ensuring PepsiCo is the partner of choice in the TT space.
- Ensure flawless execution of TT business agenda and programs, innovations, and activations at point of consumption. Drive execution of category plans in TT for a broad portfolio of snacks and beverages
- Monitor performance metrics and take corrective actions to achieve business objectives.
- Cross-Functional Collaboration: partner with Marketing, Trade Marketing, Revenue Management, Finance, Supply Chain, Commercial, sector and global teams to deliver winning customer solutions
- Represent TT voice in strategic planning, innovation pipelines, and go-to-market models.
- Team Leadership & Capability Building: lead, coach, and develop a high-performing TT sales team with a culture of accountability and results.
Qualifications:
Experience:
Minimum 10+ years of progressive experience in TT sales senior managerial roles, with a strong track record of delivering results.
Strategic & Commercial Skills:
Solid experience in P&L management, analytics, strategic planning, and execution in complex, multi-channel environments.
- Excellent negotiation and relationship-building capabilities with key customers and stakeholders.
Leadership & Management:
Proven ability to lead large, geographically dispersed teams across field and office environments.
- Strong people leadership skills, including coaching, talent development, and building high-performing teams.
Market Knowledge:
Deep understanding of TT business models, customer dynamics, and market trends shaping the channel.
- Traditional Trade channel operational excellence, deep understanding of channels execution KPIs and focus on performance
- Ability to anticipate and leverage emerging opportunities in TT segments
Education & Language:
University degree (Bachelor’s or higher) in Business, Economics, or related field.
- Fluent in English and Polish (both written and spoken).