Channel Account Manager On The Move

Account Manager On The Move (OTM)

At PepsiCo Western Europe, 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 Account Manager On The Move (OTM) drives growth across the OTM channel, including Petrol, Travel Retail (Railway, Inflight, Duty Free) and Convenience. The role is responsible for developing and executing the annual commercial plan at NL level to increase availability, visibility and affordability across all categories through effective commercial agreements. The Account Manager owns volume, turnover, market share and profitability targets within the agreed budget.

Responsibilities

1. Leads the OTM Channel Growth Plan and translates key priorities into actionable account plans based on shopper and channel insights.
2. Delivers the annual operating plan (Net Sales and Trade Investment) in close collaboration with the Channel Lead Away From Home.
3. Builds and manages strategic relationships with key OTM and wholesale customers (e.g., Shell, Circle K, NS Stations, HMSHost, Lagardère) to drive joint business objectives.
4. Negotiates, implements and monitors annual agreements, including performance tracking and trade investment control in partnership with Sales Finance.
5. Secures flawless execution of innovations, promotions and tailored in-store activities in collaboration with Shopper Marketing and Field Sales.
6. Identifies growth opportunities within existing accounts and actively pursues new business.
7. Leads category and customer growth projects together with Category Development Managers to unlock future channel growth.
8. Acts as the primary customer contact and collaborates cross-functionally (Sales, Finance, Supply Chain, Marketing, Legal) to deliver the channel plan and ensure accurate forecasting and execution.

Qualifications

• Acts as the primary external contact for customers and the internal advocate of the customer's voice.
• Builds strong, long-term relationships with key stakeholders across the customer organization.
• Leads regular business reviews to optimize execution, strengthen collaboration and unlock new growth opportunities.
• Collaborates cross-functionally (Sales, Finance, Shopper Marketing, Field Sales, Supply Chain, Legal) to deliver growth plans and manage the Channel P&L.
• Demonstrates strong innovation mindset and consistently drives for results.
• Effectively collaborates, influences stakeholders and clearly articulates the customer strategy.