OverviewLead the strategic Franchise Growth & Commercial Excellence Hub designed to accelerate business growth, drive sustainable revenue expansion, and strengthen alignment between PepsiCo and Franchise Partners. The role serves as the critical link between corporate strategy and local execution, enabling consistent brand growth, commercial excellence, operational effectiveness, and market competitiveness.
The incumbent will drive collaborative business planning, performance management, trade marketing excellence, capability building, channel development, digital transformation, and governance to unlock long-term value creation for both PepsiCo and its Bottling Partners.
ResponsibilitiesKey Responsibilities
PepsiCo-Bottler Commercial Alignment
- Serve as the primary commercial point of contact and strategic liaison between PepsiCo and Bottling Partners, ensuring alignment on growth priorities, commercial objectives, investment decisions, and execution standards.
- Act as the integrator of all commercial agendas across the PepsiCo system, coordinating with Category, Insights, Revenue Management, Supply Chain, Marketing, Franchise, and Channel teams to deliver a unified and aligned bottler engagement model.
- Drive partnership effectiveness through structured governance, collaborative planning, transparent communication, and shared accountability for business results.
- Ensure consistent execution of portfolio, pricing, distribution, innovation, and trade strategies across the franchise network.
- Lead resolution of cross-functional business opportunities and challenges, balancing PepsiCo priorities with local market realities and bottler requirements.
- Ensure adherence to agreed commercial standards, governance frameworks, and growth commitments while fostering a strong, long-term partnership with bottling partners.
Joint Business Planning & Growth Agenda
- Lead the development and execution of Joint Business Plans (JBPs) with Franchise Partners to deliver sustainable growth.
- Develop collaborative, analytics-led plans covering volume, revenue, market share, distribution, investment priorities, and execution initiatives.
- Anchor planning processes with Category, Insights, Franchise, and Bottler Strategy teams to ensure consumer-centric and commercially driven decision-making.
- Align promotional calendars, growth initiatives, innovation plans, and investment strategies to achieve mutual business objectives.
Performance Management, Analytics & Digital Transformation
- Establish robust KPIs, dashboards, and governance mechanisms to monitor business performance, drive accountability, and enable data-driven decision making.
- Lead and structure monthly, quarterly, and annual business reviews, ensuring a sharp focus on business outcomes, growth opportunities, and corrective actions.
- Leverage advanced analytics and AI-enabled tools to monitor volume performance, market share, distribution metrics, consumer trends, market dynamics, forecast accuracy, and return on investment.
- Translate data and insights into actionable recommendations that accelerate growth, optimize resource allocation, and improve commercial effectiveness.
- Drive process simplification, automation, and digital adoption to enhance planning accuracy, improve speed-to-market, and reduce manual intervention.
- Partner with Digital Transformation and Revenue Management teams to build future-ready commercial capabilities and embed technology-enabled ways of working.
Trade Marketing & Channel Development
- Co-create trade marketing strategies and initiatives along with bottling partners that balance PepsiCo priorities with local market realities.
- Develop and drive alignment with bottling partner on annual trade marketing calendars aligned with portfolio, category, and channel strategies.
- Drive initiatives that strengthen brand equity, support profitable growth, enhance market presence, and improve execution quality.
- Support development of annual channel investment roadmaps, promotional calendars, distribution strategies, and growth plans.
Innovation Launch Planning & Execution
- Integrate product and packaging innovations into trade and commercial activation plans.
- Partner with Category, Marketing, and Franchise teams to ensure successful and timely innovation launches.
- Drive differentiated market execution and monitor launch performance to maximize impact.
Governance & Compliance
- Ensure adherence to key provisions of EBA, BDA, CMA, and other franchise governance frameworks.
- Establish structured governance reviews and compliance monitoring processes.
- Drive transparency, accountability, and risk management across the PepsiCo-Franchise partnership.
- Ensure disciplined execution of governance processes that support long-term business sustainability.
Qualifications- MBA from a premier Tier 1 business school/university is highly preferred .
- 15+ years of progressive leadership experience within FMCG/CPG, with strong exposure to Sales, Commercial Strategy, Franchise Management, Revenue Growth, or Business Development.
- Proven track record of leading large-scale growth agendas and delivering sustainable business results in complex commercial environments.
- Experience in beverages and/or franchise management is highly advantageous.
- Strong commercial acumen across business planning, route-to-market, channel development, trade marketing, and revenue growth management.
- Demonstrated ability to build and lead strategic partnerships, influence senior stakeholders, and drive alignment across highly matrixed organizations.
- Exceptional stakeholder management skills, with experience navigating ambiguity and managing complex partner ecosystems.
- Strong analytical capabilities with experience leveraging data, insights, and performance metrics to drive business decisions and growth.
- Proven success leading cross-functional teams and collaborating across Sales, Marketing, Supply Chain, Finance, Revenue Management, and Strategy functions.
- Strong digital mindset with experience utilizing technology, analytics, and automation to improve commercial effectiveness and business performance.
- Passion for coaching, talent development, and building high-performing teams.
- Excellent communication, presentation, negotiation, and influencing skills with the ability to engage effectively at executive levels.
- Strong knowledge of consulting skills and processes
