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, Doritos, Lipton, and more. Operating in over 200 countries, PepsiCo generates annual revenues exceeding $86 billion and employs over 300,000 people globally. In Poland, PepsiCo has a strong presence, focusing on innovation, sustainability, and delivering consumer-loved products across retail and away-from-home channels. Our Away From Home (AFH) division serves quick-service restaurants (QSR), recreation, travel, and independent outlets, ensuring PepsiCo brands are the top choice for on-the-go consumers.

Role Overview

The AFH New Business Strategy Manager role in Warszawa, Poland, is a pivotal leadership position within PepsiCo's Poland AFH team. Reporting to the Away From Home Sr Manager Poland and co-reporting to the New Business Director AFH EU, this role drives new customer acquisition strategies across organized (ORG) and independent (INDIES) channels. You will cover key sub-channels like QSR, recreation, and travel, collaborating with commercial, finance, insights, digital, equipment, and marketing leaders to secure profitable partnerships. With one direct report—a New Business Manager AFH Org—this position demands strategic vision, negotiation prowess, and the ability to thrive in ambiguity while influencing at all organizational levels.

Key Responsibilities

As AFH New Business Strategy Manager, your core duties include delivering the annual new customer acquisitions plan for AFH ORG and INDIES. You will identify and penetrate future prospects, build lasting relationships, and actively manage a multi-year pipeline. Monthly reporting on prospecting progress versus plan is essential, alongside sharing competitive intelligence with the AFH team. Key tasks involve selling PO1 opportunities, mobilizing stakeholders to win business, and leveraging strong negotiation skills for profitable deals. You will run RFPs for new customers in QSR, Rec&Retail with support from AFH ORG Key Account Managers (KAMs), build team capabilities, attend industry events to boost PepsiCo's presence, and deliver annual new revenue streams aligned with the EU roadmap, leading projects through deployment.

Strategic Impact

This role directly contributes to PepsiCo's growth in Poland's competitive foodservice landscape by showcasing our full portfolio—Pepsi, Lipton, Lay's, Doritos—and leveraging consumer insights to switch prospects from competitors.

Qualifications & Requirements

To succeed, candidates need a Bachelor’s Degree and fluency in English (written and oral). A minimum of 10-15 years of sales experience, ideally in consumer packaged goods (CPG), foodservice, or beverages, is required, with proven expertise in acquiring new clients and tender procedures. Key skills include strong leadership and strategic agenda-setting, relationship building with executive presence, superior presentation skills for senior audiences, acumen in supply chain options like warehouse, Direct Store Delivery (DSD), and distributors, extensive industry network knowledge, time management for multiple projects, influencing and negotiation, cross-functional teamwork, self-starter mindset, results orientation, and willingness to travel 25%+.

Preferred Experience

Background in AFH channels, QSR, or recreation sectors, plus experience managing direct reports and pan-European projects, will set you apart.

Benefits & Perks

PepsiCo offers a premium compensation package for this role, including an estimated salary range of 65,000-95,000 PLN yearly, performance-based bonuses, and a comprehensive benefits suite. Enjoy health insurance, retirement plans, wellness programs, employee discounts on PepsiCo products, and flexible working arrangements. Travel support for up to 25% domestic and international trips is provided, along with modern office facilities in Warszawa and access to cutting-edge tools for sales and analytics.

Career Growth

This position is a launchpad for senior leadership in PepsiCo's AFH division. With exposure to EU-wide strategies, cross-functional collaboration, and direct board alignment, you'll develop skills in team building, ambiguity management, and high-stakes negotiations. Past incumbents have advanced to roles like AFH Strategy Head or regional directorships. PepsiCo invests in your growth through leadership training, mentorship, and global mobility programs, ensuring long-term career progression in a dynamic, results-driven environment.

Why Join Us

Join PepsiCo Poland to shape the future of away-from-home beverages and snacks. Be part of a company committed to sustainability—our pep+ strategy aims for net-zero emissions by 2040—while driving real business impact. In Warszawa, you'll work in a vibrant hub with collaborative teams, innovative projects, and the chance to influence PepsiCo's market leadership in Poland and Europe. Enjoy a culture of inclusion, high performance, and fun, backed by global resources and local autonomy.

Role FAQs

What is the reporting structure?

Reports to Away From Home Sr Manager Poland, co-reports to New Business Director AFH EU, and collaborates with CE AFH Strategy Head and AFH EU Indies Director. Manages 1 direct report.

Is travel required?

Yes, at least 25% travel for prospecting, events, and meetings.

What channels does this role cover?

QSR, Recreation, Travel, and other AFH sub-channels for ORG and INDIES customers.

Is Polish language required?

While not specified, proficiency in Polish is advantageous for local stakeholder engagement alongside English fluency.

How does this role contribute to PepsiCo's goals?

By acquiring new customers and revenue streams, it fuels growth in Poland's AFH sector aligned with EU strategies.