Sales Strategy Director - PepsiCo - Dubai

Provide thought leadership on overall Sales/Channel Strategies; in particular, deliver GTM Strategies for key markets within the AMENA Sector, working together with operating unit management to build advantage models that optimize S&D cost whilst delivering sales uplift.

Key Accountabilities

Become fully proficient in the GTM frameworks and working tools PepsiCo uses to address GTM issues (Segmentation, NCB, Profit-to-Serve, etc.)

Conduct Diagnostics to detect specific GTM issues, working with all business functions (Operations, Sales, Marketing, HR, Finance, etc.)

Provide visible, on the ground leadership in the conduction of GTM diagnostics, including interviews, market visits, and route rides among others

Based on diagnostic findings, identify benefits and develop business case

Utilize both Cost-to-Serve and Profit-to-Serve methodologies to develop effective and economically viable recommendations to address issues

Present recommendations to senior leadership and achieve alignment and agreement to proceed

Design Effective GTM Blue Prints and Sales Operating Systems

• Working with the local team and outside SME’s, design new systems and processes that enable effective execution of business strategies in the market


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

Implement and Sustain

• Working with local project teams, provide leadership and close monitoring of the implementation of the new GTM design, ensuring timelines are meet and any potential barriers that appear along the way are removed


• Work closely with Human Resources to ensure sufficient levels of change management are applied to ensure smooth transition to new systems & processes


• Ensure ongoing sustainment of new systems and processes once implemented, using a series of KPI measure and process ,health checks


• Monitor results and ensure benefits capture

Experience, Qualifications & Requirements

Successful development and delivery of executive presentations on findings and recommendations and alignment with Senior Stakeholders

Effective conversion of diagnostic findings into meaningful recommendations and execution plans

Effective design of the new systems and processes required to address issues

Project Management and Implementation

Hands-on leadership of pilots, including the organization and orchestration of periodic Steering Committee meetings

On-time completion of periodic process health checks

Reduce Cost to serve / Deliver S&D Productivity

Enable Revenue growth through advantage GTM

5-7years experience in one of the Top 5 consultancy firms

Experience in an FMCG commercial role or managing projects for FMCG/CPG clients

Job Ref: 99741BR