About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with a portfolio that includes iconic brands like Pepsi, Lay's, Gatorade, and Quaker. Operating in over 200 countries, PepsiCo employs over 300,000 people globally and generates annual revenues exceeding $86 billion. In India, PepsiCo has a strong presence through PepsiCo India Holdings and its subsidiaries, focusing on beverages, snacks, and foods under brands like Pepsi, Mirinda, 7UP, Lay's, Kurkure, and Tropicana. The company is committed to sustainable growth, innovation, and delivering joy to consumers while fostering a dynamic work environment for top talent.

Role Overview

The Customer Development Sr Manager role at PepsiCo in Mumbai is a strategic leadership position within the Modern Trade (MT) and E-commerce sales team. Reporting to senior sales leadership, you will be the custodian of volume, value, and market share for priority customers in the Pep Foods category. This role involves crafting and executing Joint Business Plans (JBPs) using global best practices and consumer insights. You will partner closely with key accounts to become their preferred partner across categories, ensuring rigorous tracking of execution and KPIs. With a focus on omni-channel strategies, this position demands real-time market responsiveness, P&L management, and cross-functional collaboration to drive PepsiCo's Annual Operating Plan (AOP) targets.

Strategic Impact

In this role, you will lead planning and delivery for monthly volume, value, and share gains, while scouting new accounts and launching new SKUs. It's an opportunity to shape customer relationships in India's competitive FMCG landscape, leveraging data-driven insights for best-in-class execution.

Key Responsibilities

Your day-to-day will revolve around high-impact activities across customer management, AOP delivery, insights-driven execution, and new business development.

• Act as the primary point of contact for priority customers, owning Vol, Value, and Share metrics for Pep Foods.
• Develop and implement JBPs, ensuring alignment with customer functions and PepsiCo's AOP targets.
• Drive omni-channel initiatives including assortment, content, and activations to maximize growth.
• Monitor daily stock levels, competitor activities, and market operating prices (MOP) via apps and in-store checks, mitigating risks in real-time.
• Manage customer P&L in partnership with Finance, identifying opportunities to reduce C2S/TS costs.
• Plan and execute monthly promotions based on offtake data, coordinating with unit sales, third parties, and customers.
• Lead market insights gathering, promotion deployment tracking, and marketing intelligence as a Center of Excellence (COE).
• Ensure best-in-class in-store execution, brand pack agendas, and depth deployment of key initiatives.
• Scout and onboard new accounts, facilitating ToT closure with franchises and launching new SKUs on time.

Qualifications & Requirements

To succeed in this role, you need a proven track record in FMCG sales with a customer-centric mindset.

• Minimum 7-9 years of experience in Sales and Customer Management within Modern Trade (MT) or E-commerce, including roles like Area Sales Manager (ASM), Go-To-Market (GTM), or Business Development Manager (BDM).
• MBA from a premier institute, providing a strong foundation in business strategy and analytics.
• Added advantage: Experience with FMCG multinational companies, demonstrating adaptability to high-performance environments.
• Strong analytical skills for insights, forecasting, and P&L management.
• Excellent communication and negotiation abilities to build preferred partnerships.
• Proficiency in digital tools for real-time tracking and market intelligence.

Benefits & Perks

PepsiCo offers a premium compensation package designed to reward excellence and support well-being.

• Estimated salary range of INR 65,000 - 95,000 per month, with performance-based bonuses and incentives.
• Comprehensive health insurance covering family, including medical, dental, and wellness programs.
• Generous paid time off, flexible work arrangements, and hybrid options where applicable.
• Employee stock purchase plans and retirement benefits for long-term financial security.
• Access to on-site fitness centers, cafeterias, and employee assistance programs.

Career Growth

At PepsiCo, career progression is driven by performance and potential. This Sr Manager role serves as a launchpad to higher leadership positions such as National Key Account Manager or Sales Director. With PepsiCo's global mobility programs, you can explore opportunities across India and international markets. Ongoing leadership development, mentorship, and training academies ensure you build skills in digital transformation, sustainability, and advanced analytics. High performers often advance within 2-3 years, with 70% of leadership roles filled internally.

Why Join Us

Joining PepsiCo means being part of a purpose-driven company that 'Refreshes the World and Makes a Difference.' In India, we're investing heavily in sustainable agriculture, plastic circularity, and nutritious products. Mumbai's vibrant hub offers exposure to top-tier customers like Reliance Retail, Big Bazaar, and e-commerce giants. Work with cutting-edge tools, collaborate with global teams, and contribute to PepsiCo's ambition to double its India business. Enjoy a collaborative culture emphasizing innovation, diversity, and inclusion, with recognition programs that celebrate wins.

Role FAQs

What is the work schedule like?

This is a full-time role with standard business hours, occasional travel to customer sites, and flexibility for high-impact execution.

Is relocation assistance provided?

For internal candidates, yes; external hires in Mumbai metro area are preferred.

What tools does PepsiCo use for tracking?

Advanced apps for real-time stock, promo tracking, and competitor intelligence, integrated with ERP systems.

How does PepsiCo support work-life balance?

Through flexible policies, mental health resources, and family-friendly benefits.

What are the next career steps?

Progress to Head of Customer Development or regional sales leadership with demonstrated results.