GTM & DX lead (CCO-Non-Anchor markets) and AFH/Emerging Channel lead ICF

Overview
This role has majorly two strategic priorities to it:

• Foods GTM (Go to Market) / DX (Demand Accelerator) /Perfect Store Sector lead : To support all Non Anchor Foods market in APAC in accelerating the GTM Strategy, Perfect store & Cat Man/DX agenda and in optimizing the GTM models to unlock future growths

• AFH channel lead: To work with the AFH incubation team in Ventures team (ICF) to unlock channels of consumption and distribution in ICF (Indochina Foods) through PO1 partnerships and establishing the GTM for channels of the future.
  
  

Responsibilities

• This role will work with GM, Commercial Heads and GTM Leads of all 3 non-anchor Foods markets in APAC foods (ICF/Asia Foods/Indonesia Foods) to deliver strategy, best-in-class implementation of key business priorities & drive transformation initiatives in the areas of GTM/DX/Perfect Store.
  
  

GTM Transformation:

• Collaborate with all Non-Anchor Foods Markets in APAC to help plan key initiatives related to GTM , DX, Cat Man, Perfect Store and Salesforce effectiveness

• Create and lead H2-H3 strategy defining the future retail mosaic (5-10 years) and required GTM capabilities to serve effectively

• Lead OmniChannel SFI to digitalize the retail value chain, enabling seamless engagement with shoppers, outlets, distributors and sales force across all paths-to-purchase cost efficiently

• Infuse eGTM as critical capability to future-proof markets’ GTM frameworks amidst rapidly evolving O2O ecosystem

• Lead roll out of Store Clustering as critical GTM segmentation model for VPO growth (Perfect Store)

• Partner with Franchise/Distributor partners to transform their GTM capability - eGTM, Routing as a Service, PACE+
  
  

Demand Accelerator (DX):

• Design future Dx capabilities like Perfect Store, store segmentation working with Global teams

• Lead & implement PepsiConnect platform for non-anchor markets - Thailand by replicating the best practices in China/Australia
  
  

Sales Effectiveness:

• Design, own and drive APAC SE Roadmap to digitally transform non-anchor markets’ frontline sales capability:
  
  

FROM: SFA tool; relationship selling; order-taking | TO: NextGen sales ecosystem; precision selling; Perfect Store development

• Partner with Global SE to institutionalize sDNA (Perfect Store / NBA) as critical platform for driving VPO growth in markets

• Lead evolution of PACE to NextGen Selling ecosystem delivering best-of-breed solutions (AR, IR, NBA, eGTM) to frontline sales team with single front-end user interface (PACE) for ease of use

• Design and drive Digital Campaign framework, leveraging B2C / eB2B engagement technologies to advance in-store activation capability

• Partner with Sector IT to develop required digital backbone, including data foundation & AI Tools to enable implementations
  
  

Perfect Store:

• Lead market capability maturity assessments and roadmapping for Perfect Store, aligning BU/Global Leads to current-state opportunities, priorities and gap-close initiatives (annual process)

• Develop and maintain Non-Anchor Perfect Store Maturity Matrix to track development journey for each market

• Execute High Impact Projects to drive E2E transformation of non-anchor markets

• Consult existing Perfect Store programs advancement when deploying services & solutions

• Drive Perfect Store programs, incl. scaling into markets / channels.

• Collaborate effectively with broad array of keys stakeholders across DX/GCC to drive Perfect Store connectivity

• Develop and deploy Perfect Store chapters within E2E commercial playbooks, to deliver sustainable profitable granular growth as per SDD priorities

• Segmentation: Drive gold standard methodology and principles for defining Shopper-led Clusters + Most Valuable Stores.

• Lead SLC/MVS deployment initiatives for China Foods IDT, partnering with BU DX / GTM Leads

• Support SLC/MVS deployment initiatives for Asia Po1, partnering with Sector DX + BU DX / GTM Leads

• Support BUs to develop clear Category Strategies by Sub-Channel translated into Shopper Value Offers and Picture of Success

• Drive codification of Perfect Store in markets’ GTM capability, embedding PicOS and Perfect Store framework within Digital Sales Toolkit (PACE/PEPConnect) to drive execution

• Lead process for China Foods, ensuring PicOs + Perfect Store scoring embedment in LZH platform

• Deploy consistent Perfect Store Governance and Value Realization tracking

• Support North Star DX services activation, esp. Basic Clustering / Segmentation, PicOS Design + POG

• Partner with Change Leads/transformation team to develop comprehensive change plans and materials to drive change acceptance & adoption

• This role will additionally work with the Ventures Lead- ICF in Ventures team (ICF) to unlock channels of consumption and distribution in ICF through PO1 partnerships and establishing the GTM for channels of the future.
  
  

AFH and Emerging Channel lead for ICF:

• Work with the ICF Spark Team (AFH) to lead the Channel Strategy for AFH and Emerging channels scope.

• Design channel Strategy and GTM for a sustained entry into the emerging channel.

• Partner with AFH IB counterpart to drive business in Key Accounts (QSR)

• Plan channel roadmap for H2 H3
  

Qualifications

• University graduation, major in Business Administration, MBA is preferable.

• At least 10-12 years plus of working experiences at equivalent role, or 5 years in GTM, Field Sales, prefer in FMCG.

• Strong leadership, interpersonal, communication and presentation skills

• Strong problem solving, strategic business thinking, analytical skills, project management and time management skills

• Strong focus on delivery and results with high drive and energy levels

• Process oriented and having eye for details

• Experience of designing development program and project managing initiatives in multiple markets.

• Good understanding of Sales/ Commercial system is preferred.

• Able to build, design, and facilitate internal Sales trainings.

• Good at data analytics

• Excellent written and oral English skills

• Excellent in computer (Excel, Power Point)