About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with a diverse portfolio that includes iconic brands like Pepsi, Lay's, Gatorade, and Tropicana. Operating in over 200 countries, PepsiCo employs more than 300,000 people globally and generates annual revenues exceeding $90 billion. In Europe, PepsiCo drives innovation in the Away From Home (AFH) channel, partnering with business units (BUs) to deliver growth through optimized Go-To-Market (GTM) strategies. Our commitment to sustainable growth, digital transformation, and customer-centric operations positions us as a leader in the FMCG sector. Joining PepsiCo means contributing to a legacy of excellence while advancing your career in a dynamic, high-impact environment.

Role Overview

The AFH Europe GTM Transformation and Wholesale Sr. Manager role, based in Istanbul, Turkey, is a pivotal leadership position within PepsiCo's European operations. This senior manager will partner with AFH Business Units, sector teams, and global stakeholders to design and execute transformative GTM strategies. Focusing on wholesalers, third-party distributors, and bottler models (COBO/FOBO), you will drive system profit, volume growth, and S&D reduction across the AFH channel. Key elements include leading GTM projects, digitalization efforts like outlet data tracking and SAVY, and managing top wholesaler relationships. With up to 40% travel across Europe, this role offers a unique opportunity to bridge sector and BU teams, fostering innovation and performance in a fast-paced FMCG landscape.

Key Responsibilities

GTM Strategy Leadership

Lead the end-to-end GTM strategy for European BUs, particularly those with wholesaler and distributor/bottler archetypes. Assess current models, design future-state GTM systems, and oversee full implementation aligned with BU objectives to maximize profit and efficiency.

Cross-Functional Collaboration

Act as a bridge between Sector AFH, BU teams, DX, Finance, and transformation groups. Develop business cases, encourage GTM agendas, and drive change management within sales, DX, and finance departments for seamless execution.

Digitalization and Optimization

Spearhead digital initiatives for better data tracking between wholesalers, distributors, and BUs, including monthly outlet metrics and field sales support tools. Identify continuous improvement opportunities with new technologies to enhance GTM operations.

Wholesaler Management

Collaborate with prioritized BUs to grow top wholesalers through innovation agendas, KPI establishment, performance tracking systems, and monthly sales monitoring. Enhance scorecards and support Indies sub-channel growth via competitions and connects.

Best Practices and Capability Building

Collect, codify, and share best practices across Sector, global AFH, and BUs. Develop sales capability strategies, tools, and enablers to ensure sustainable business growth and skill transfer.

Qualifications & Requirements

To succeed in this role, candidates must bring a minimum of 10 years of business experience in FMCG, with at least 5 years in AFH channel operations, including field sales and customer management. Proven ability to lead large-scale sales and GTM projects is essential, alongside strong cross-functional collaboration skills. Financial literacy, analytical prowess, and high-level presentation abilities (using MS PowerPoint and Excel) are required to distill complex data into actionable insights for senior stakeholders.

Excellent relationship-building, influencing, and organizational savvy are key, with adaptability to rapidly changing environments. A Bachelor’s degree is mandatory, and candidates must be willing to travel up to 40% across Europe. PepsiCo system knowledge in foodservice, retail, commercial, and bottler operations is highly advantageous. Cross-cultural communication and project management excellence will set you apart.

Benefits & Perks

PepsiCo offers a competitive compensation package for this Sr. Manager role, estimated at $65,000 - $95,000 USD annually (adjusted for Turkey's Food & Beverage sector rates with a 5-10% buffer). Beyond salary, enjoy comprehensive health insurance, retirement savings plans, and performance-based bonuses. Additional perks include generous paid time off, flexible working arrangements, and subsidized meals. With up to 40% travel, you'll experience Europe's vibrant markets while accessing world-class training programs and wellness initiatives. PepsiCo's family-friendly policies, including parental leave, ensure work-life balance in a supportive global environment.

Career Growth

This role is a launchpad for ambitious professionals aiming for executive leadership in PepsiCo's AFH division. Gain exposure to pan-European strategies, digital transformation, and C-suite interactions. PepsiCo invests in talent through leadership development programs, mentorship, and global mobility opportunities. High performers advance to roles like Sector VP or Global GTM Director, with a track record of internal promotions exceeding 70%. Build expertise in innovation, pricing, and packaging while contributing to PepsiCo's Positive (pep+) sustainability goals.

Why Join Us

At PepsiCo, you're not just joining a company—you're joining a movement to refresh the world and make it healthier. This Istanbul-based role offers unparalleled impact on Europe's AFH channel, blending strategic vision with hands-on execution. Work with diverse teams, drive tangible growth, and innovate in a trillion-dollar industry. PepsiCo's inclusive culture champions diversity, equity, and belonging, with employee resource groups and community impact programs. Seize this chance to shape the future of GTM at a Fortune 50 powerhouse.

Role FAQs

What is the travel requirement?

Up to 40% travel across Europe to collaborate with BUs and stakeholders.

Is AFH experience mandatory?

Yes, minimum 5 years in AFH channel, including field sales and operations.

What digital tools will I work with?

Initiatives like SAVY, outlet data tracking, and performance scorecards.

How does this role support career advancement?

Direct exposure to senior leadership and global projects accelerates promotion pathways.

Is relocation assistance provided?

For qualifying candidates, PepsiCo offers relocation support to Istanbul.