Gerente de Contas Estratégicas – Canal Restaurantes

Job Description

Gerente de Contas Nacionais – Restaurantes | PepsiCo

The Tone:
This is a full-time managerial role at PepsiCo, located in Brazil. As part of the Away From Home Division, this position is crucial for leading the commercial strategy for the Restaurants channel, focusing on snacks and food categories. The role is designed to drive the growth, profitability, and overall relationship with key national restaurant chains and foodservice operators in Brazil. This role directly impacts the company’s market presence and revenue within a significant commercial segment.

The TL;DR
• Role: Managerial
• Type: Full-time
• Location: In-person, Brazil

• Team: Away From Home Division
• Mission: Lead the commercial strategy, growth, and profitability for the Restaurants channel, managing strategic client relationships and driving new business development.

What You’ll Actually Do
• Account Management: Manage and expand commercial relationships with strategic restaurant accounts, negotiating commercial agreements, trade marketing investments, and Joint Business Plans (JBPs).
• New Business Development: Identify, prospect, and convert new accounts to expand the client base within the Restaurants channel, mapping unexplored opportunities and developing business cases for their capture.
• Strategy & Planning: Develop the annual strategy for the Restaurants channel across snack and food categories, translating consumer and channel insights into compelling commercial proposals and managing the channel’s commercial investment budget.
• Cross-functional Coordination: Partner with Marketing and Category Management teams to adapt national brand strategies into channel- and client-specific activation plans, ensuring financial goals are met with Finance, and coordinating with Supply Chain for demand accuracy and service reliability.

The Must-Haves
• Background: Bachelor’s degree in Business Administration, Marketing, Economics, or related fields, with progressive experience in Sales, Key Account Management, or Trade Marketing.
• Experience: Over 7 years of experience, preferably in FMCG/CPG companies or foodservice, with a proven track record in managing and developing strategic accounts, negotiating commercial agreements and JBPs with senior client stakeholders, and consistently converting new prospects into revenue-generating accounts.
• Skills: Strong understanding of P&L drivers, trade economics, and profitability levers in B2B and foodservice sales environments.
• Bonus: MBA will be considered a differential.