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Key Account Manager (m/f/d) - New Business | Away-from-Home (AFH)
PEPSICO DEUTSCHLAND GMBH
At PepsiCo, we're more than just iconic brands - we're a team of 2,000+ passionate people across 11 countries, working together to deliver great-tasting products that consumers enjoy every day.
With over 70 years in the region, we operate from 7 key locations - including 4 headquarters and 4 production sites - and offer a portfolio of 16 brands, from global icons like Pepsi and Lay's to local favorites like Duyvis and Schwip Schwap. We're committed to sustainability, innovation, and community impact. If you're looking to grow your career with purpose, we'd love to hear from you.
The Key Account Manager - Business Development (Away-from-Home) is responsible for driving new business acquisition and strategic growth across key AFH channels, including QSR, Travel, Leisure, Retail and Convenience.
With a strong focus on hunting, this role identifies and converts new business opportunities, builds senior-level customer relationships and develops tailored commercial strategies to unlock incremental revenue.
The position plays a critical role in expanding PepsiCo's presence in the Away-from-Home market by combining entrepreneurial thinking, strong negotiation skills and cross-functional collaboration.
Success in this role is defined by the ability to win new customers, grow market share and build sustainable, long-term partnerships.
- Identify, prioritize and acquire new strategic customers across Away-from-Home channels (e.g. QSR, Travel, Leisure, Retail & Convenience)
- Drive end-to-end new business development, from prospecting and pitch development to negotiation and contract closure
- Build and maintain strong relationships with senior decision-makers (C-level, Buying, Category Management)
- Develop tailored commercial strategies including portfolio, pricing, distribution and activation plans
- Lead contract negotiations and manage complex business cases, including investment and profitability assessments
- Collaborate closely with cross-functional teams (Marketing, Supply Chain, Finance, Category) to deliver customer solutions
- Leverage market insights, consumer trends and competitive intelligence to identify growth opportunities
- Ensure successful onboarding and implementation of newly acquired customers
- Track and manage pipeline, performance and KPIs related to new business acquisition
- Represent PepsiCo at industry events, trade fairs and customer meetings to build network and generate lead
- Bachelor's degree in Business Administration, Marketing, Sales or a related field (Master's degree is a plus)
- Several years of experience in Key Account Management, Sales or Business Development, ideally within FMCG, Foodservice or Away-from-Home channels
- Proven track record in new business acquisition ("hunting") and successfully closing complex deals
- Strong understanding of the Away-from-Home landscape (e.g. QSR, Travel, Leisure, Retail, Convenience)
- Excellent negotiation and influencing skills, with the ability to engage senior stakeholders (C-level, Buying, Category Management)
- Strong commercial and financial acumen, including experience with pricing, business cases and investment decisions
- Ability to work cross-functionally and manage multiple stakeholders internally and externally
- Highly self-driven, entrepreneurial mindset with a strong results orientation
- Strong analytical and problem-solving skills
- Excellent communication and presentation skills
- Fluent in German and English (written and spoken)
KA1SP_DE
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