Обязанности: Drive Channel and Key Customers focus to drive Customer Centricity within the organization and continuously links Retailer strategy to PepsiCo strategy to create competitive advantage in all sales channels Build winning relationships with partners management team effectively to support step up in joint category management projects; to identify growth opportunities and achieve concrete results. For example by; improving assortment, shelf presentation and promotional effectiveness, by introducing shop floor solutions, etc. Drive with the partners’ commercial team the development of Growth Plans in all channels to drive next level Customers Engagement and to ensure full alignment with BCCA/CAU Execution of the Category Sales- and Marketing-agenda. Create, align and implement sales plans in support of the PepsiCo business strategy while ensuring competitive advantage in distribution system. Set monthly SDO and KPI targets for TSMs to ensure delivery of volume targets Plan sales activities, programs, incentives according to established budget to ensure the delivery of volume targets. Responsible for communication on all sales plans and KPIs, activities and programs to Distributors’ sales force. Lead the implementation of PepsiCo’s in-store execution standards. Ensure execution of established discount structure. Lead the execution of PepsiCo’s commercial policy and terms of trade with Distributors Responsible for managing the budget in the most effective and profitable way to bring larger volume uplift. Ensure close collaboration with DX, Marketing and Insights functions to maximize Sales AOP for Snacks, Gagra 3PD and Dairy 3PD in Georgia and ensure Customer Strategy and Insights fuel PEP agenda of Key Commercial initiatives from Category and Marketing to drive exceptional Sales Execution. Operate a strong link and matrix connection to Revenue Management to ensure priority on Profitable Growth Initiatives (for Partners and PEP). Fully align own Promo Calendar to drive ROI and increase profitability and topline Lead planning and budgeting for Distributor sales department within the following corporate processes: ACP, AOP, ISOP, Demand Control, Commercialization. Lead the GTM Development through optimization of current GTM models to maximize profit and revenue in all channels. Lead sales reporting function in order to maximize effectiveness & dynamics of decision making process. Lead the PM, Promo and CDA improvement process to grow profitably by: continuously improve efficiency and effect of Investment, working with Revenue Management and incorporating relevant external factors (as key competition promo execution, relevant levels of promo-pressure, etc). Lead the delivery of clear from-to promo plan with Revenue and Profit Growth for our Partners and ROI improvement PepsiCo. Требования: Higher education 5+ years of working experience in commercial, business management Strong commercial understanding / functional expertise preferred in-depth understanding of snacks, juices and dairy business. Experience in building highly capable teams and strengthening organizational capability. Experience in P&L accountability / management. Experience of operating in very complicated matrix organization, executive maturity Fluent in Georgian language, English on B2 level Strong negotiation skills Strong communication and networking skills Excellent analytical and problem-solving skills