Overview
Are you interested in a career in Sales in PepsiCo? Then now is the time to explore the opportunities of PepsiCo: join us as the next Alvalle Intl. Key Account Manager (Global Expansion, Food Ventures).
Working with inspiring and experienced colleagues, you'll find that the atmosphere in our office in Barcelona is informal and engaging. With an active, get-things-done culture, this is a place where your dynamism and agility will make a difference.
Your mission:
The Global Key Account Manager (KAM) is responsible for building, expanding, and managing Alvalle’s commercial presence across international markets, leading customer engagement, negotiation, and execution with distributors, retailers, and partners. This role plays a critical part in opening new markets, securing listing opportunities, and driving end‑to‑end commercial plans as part of Alvalle’s international scale‑up within the Food Ventures portfolio.
The position requires strong customer‑facing capabilities, excellence in commercial negotiation, and the ability to develop and deploy strategic selling stories, customer plans, JBP‑like frameworks, and T2T business development interactions. Global KAM will work jointly with Strategy, Business Development, and anchor market teams to translate insights and strategic direction into tangible market entries and commercial wins.
This role is foundational for accelerating Alvalle’s move from local relevance to repeatable, scalable international expansion.
Responsibilities
A. Customer Acquisition & Market Entry
1. Lead commercial efforts to open new markets, identifying and approaching priority retailers, distributors, importers, and strategic partners.
2. Conduct customer prospecting and manage early‑stage negotiations to secure listings or distribution agreements.
3. Develop tailored commercial propositions per customer and per market, in alignment with Alvalle’s strategic entry priorities.
B. Strategic Key Account Management
4. Build medium‑ and long‑term relationships with strategic customers across Europe and selected international markets.
5. Lead annual and multi‑year commercial planning processes with customers, ensuring alignment on objectives, investments, pricing corridors, and volume commitments.
6. Manage customer performance, track KPIs, and implement corrective actions to maximize revenue and margin.
C. T2T Leadership & Customer Engagement
7. Represent Alvalle in top‑to‑top (T2T) meetings with priority customers, supporting the GM Alvalle where needed.
8. Prepare and deliver high‑impact commercial reviews, business updates, performance diagnostics, and future growth proposals.
9. Act as the primary interface for commercial negotiation, escalation management, and strategic alignment.
D. Customer Plan Development (End‑to‑End)
10. Build E2E Customer Plans for each target account, including:
11. entry strategy and timeline,
12. assortment and portfolio recommendations,
13. pricing and trade terms proposals,
14. activation levers (if applicable),
15. supply chain and operational requirements,
16. financial performance expectations (volumes, revenue, margin).
17. Ensure customer plans align with market insights, strategic priorities, and feasibility constraints.
E. Selling Story Deployment
18. Use and adapt the strategic selling stories developed by Strategy/BD to customer‑specific contexts.
19. Co‑develop channel‑specific commercial narratives when required (retail, horeca, convenience, e‑commerce).
20. Ensure consistent use of Alvalle’s commercial narrative across all customer interactions.
21. Drive internal adoption of selling materials and support local teams in presenting them.
F. Execution Excellence & Governance
22. Own commercial execution milestones for each customer and each market entry.
23. Coordinate cross‑functional alignment (Supply Chain, Finance, Quality, Legal) before confirming customer commitments.
24. Ensure compliance with internal governance models, pricing corridors, and customer investment guidelines.
25. Monitor and analyze order performance, logistics challenges, stock rotation, and service levels.
G. Cross‑Functional Integration
26. Work closely with Strategy, Business Development, Food Ventures, and anchor market Sales teams to ensure strategic coherence.
27. Provide continuous customer intelligence back into Strategy, BD, and Finance to refine market prioritization and portfolio fit.
28. Collaborate with Supply Chain and Operations to ensure readiness for new customer onboarding.
Key KPIs / Deliverables
29. Number of new customers opened and activated.
30. Listing wins, distribution expansion, and velocity performance.
31. Delivery of E2E Customer Plans for all target accounts.
32. T2T effectiveness and quality of customer engagement materials.
33. Customer revenue, gross margin, and forecast accuracy.
34. Compliance with pricing corridors, trading terms, and governance.
35. Customer satisfaction and relationship strength.
36. Speed and quality of execution in market entry initiatives.
Qualifications
Functional Capabilities
37. Strong Key Account Management expertise in FMCG.
38. Proven ability to open new markets and build commercial partnerships.
39. Advanced negotiation and customer‑facing communication skills.
40. Experience developing and executing Joint Business Plans or equivalent frameworks.
41. Understanding of RTM, channel architecture, and international commercial execution.
42. Ability to adapt selling stories and translate strategic narratives into customer‑specific commercial proposals.
43. Strong financial acumen (pricing, P&L impact, trade terms).
Leadership & Behavioral Competencies
44. Strong influencing skills with senior customer stakeholders.
45. High ownership, accountability, and autonomy.
46. Ability to operate in ambiguity and navigate cross‑functional environments.
47. Strong relationship‑building skills across internal and external stakeholders.
48. Strategic mindset with pragmatic execution orientation.
49. Excellent structured communication and business storytelling.
Experience & Education Requirements
50. Key Account Management,
51. Sales / Commercial roles,
52. Distributor management,
53. International commercial expansion (preferred).
54. FMCG experience highly preferred, ideally in food & beverage.
55. Proven experience managing large customers or distributors.
56. Experience in multicountry or regional commercial roles is a plus.
57. Bachelor’s degree required; Master’s preferred.
58. Fluent English; additional languages are a strong advantage.
Scope & Interaction
59. Coverage: European and selective global markets, aligned with Alvalle’s expansion roadmap.
60. Reports directly to the GM Alvalle, with close day‑to‑day partnership with Strategy and Business Development.
61. High exposure to local and regional Sales organizations, Supply Chain, Finance, and Food Ventures leadership.
62. Represents Alvalle in customer‑facing senior meetings (T2T) and commercial negotiations.
Being you at PepsiCo:
PepsiCo is an equal opportunity employer, we foster the inclusion of applicants across gender, age, ethnicity, nationality, sexual orientation, social background, religion or belief and disability.
Planet + People:
PepsiCo Positive (pep+) is how we’ll transform the way we create value by operating within planetary boundaries and inspiring positive change for the planet and people in the global food system.