Go To Market Strategy Director Advertisement

About the job

Overview

Role is a location free that will be to work with the Regional

Teams to design Go To Market (GTM) strategies and Sales Operating Models including

Diagnostic, blue print of advantage Models, Profit to serve analysis, construction of Pilot,

tracking performance (financial & operating performance) and set up of roll-out plan.

Responsibilities

• Provide thought Leadership on overall Sales/Channel Strategies; in particular deliver

GTM Strategies for key markets within AMENA working together with operating unit

management

• Implement GTM frameworks and working tools PepsiCo uses to address GTM issues
• Conduct sales diagnostics to detect specific GTM issues, working with all business

functions (Sales, HR, Finance etc.). Based on diagnostic findings, identify benefits and

develop business case

• Design advantaged GTM for priority markets – communicate design to senior leadership

and gain alignment and commitment to champion the new design and provide the

resources necessary to support it

• Utilize Cost-to-Serve and Profit-to-Serve methodologies to ensure GTM designs are

economically viable

• Design and run the PMO for agreed / high priority initiatives – coordinate with BIS and

HR to ensure that all change management initiatives are planned for a smooth

implementation

• Develop hypothesis basis for the advantage GTM model supported by Diagnostic

findings and key I&GP Priorities

• Utilize Cost-to-Serve and Profit-to-Serve methodologies to ensure GTM designs are

economically viable

• Communicate design to senior leadership and gain alignment and commitment to

champion the new design and provide the resources necessary to support it

• Construct the Pilot and Proof of Concept approach including the setting of all operating

and financial KPI’s to measure success of the transformation (Strike rate, LPSC, Call

Completion Rate, Volume fill rate, Order fill rate, In-Time delivery, Distribution, Inactive

customers etc.)

• Ensure progress against key metrics – identify /solve issues
• Insure Integrity of the model/Purity of Pilot results
• Refine design elements based on Pilot findings
• Support the role-out Model / Health Check implementation

Qualifications

• A university degree in Business – MBA/ MSc/ PHD from a Top Tier business school
• Experience in business consulting at an international firm with relevant experience in the

consumer goods industry

• Problem solving: structuring, issue identification, data gathering and analysis, synthesis

and recommendation development

• Strong analytical capability & Business judgement – including understanding of Go To

Market Strategies and dynamics in the consumer goods industry

• Senior stakeholder interaction skills, maturity and empathy, and ability to work

effectively within a consulting mind-set

• Demonstrated leadership potential and drive
• Towering strength in sales operating models and critical experience in field sales
• Excellent interpersonal skills / ability to lead and motivate the Regional / UM teams
• Ability to work well with financial data
• Ability to influence & Impact
• Strong, well-structured communication skills, both written and oral (English)