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PepsiCo

What does Customer Management Supervisor do at PepsiCo Turkey? What are the duties and responsibilities?

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To achieve volume and profit objectives within specifically assigned customers through productive relationships, planning and execution compatible with channel/company strategy.

Accountabilities – list in priority order the main accountabilities/deliverables of the role, including key measures. These should be clearly the responsibilities of the JOB HOLDER.


  • Develop and evolve a customer strategic and tactical plan:


  • Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT ( strengths, weaknesses, opportunities, threats) analysis.
  • Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics ( how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
  • Clear volume & profit (latter as appropriate) phased goals by brand by account.
  • Build a datal plan detailing the planned presentation, agreement and implementation of all elements of the customer plan.


  • Execution Of Customer Plan:


  • Appropriate levels of written, verbal and face to face communication with the customer ( to be determined by specific account).
  • Presentation, negotiation and implementation of targeted plans for range, merchandising, promotions, pricing, service, and distribution.


  • Develop a productive business to business relationship with the customer.


  • Build and log a clear understanding of the customer structure, roles and individuals.
  • Periodical visits to the customer to develop a trust based, mutually beneficial relationship at the all appropriate points of interaction.
  • One major business review with all customer / company key personnel. Quarterly business reviews with primary contact (Buying).
  • Consistently high customer service: same day response time; prioritisation and solving of customer ‘issues’ within agreed time frames.
  • To an appropriate level, have a clear undersatnding of how the customer makes key decisions, who owns / influences / implements them and built relationships with key personnel as a result. As appropriate, facilitate multi-functional relationships between the customer and the company to influence key decisions.


  • Building internal multi-functional alignment to the account to achieve volume / profit goals:


  • Within the specific account plan, work with line manager to focus the required internal resources against specific goals:


  • Trade Marketing / Category management, time / resource allocation.
  • Logistics (supply chain), time / resource allocation.


  • Build an account budget and gain agreement to it, to deliver customer specific plans at the desired profitability.
  • Communication and commitment building within field support teams.


  • Customer Administration:


  • Maintain an account file that represents the current situation within the account in terms of the key sales drivers.
  • Build and keep updated store database for the account.
  • Provide desired level of forecasting for company production planning.
  • Complete all customer administration as required (eg. Promotional proposals, product files etc)
  • Weekly store visits to validate compliance to account plans.
  • Continually updated budget with exact status on every activity / invoice.
  • Evaluation of all key customer activities within the plan (eg. Promotions)